Negotiations Training Institute of America: Negotiations Courses, Workshops and Seminars

With over thirty years of proven industry experience, the Negotiations Training Institute of America is the recognized leader in negotiations training, negotiation consulting and negotiations performance coaching. Through public open enrollment workshops and private on-site training sessions, we have helped leading corporations, non-profit organizations and governmental agencies improve their ability to negotiate better outcomes for their constituencies. First-time negotiators as well as those with the greatest competitive drive and amount of first-hand experience and negotiations wisdom can benefit from our time-tested workshops. Whether focusing on negotiating a contract with a vendor or jumping in to the often-stressful car buying process to deal with a dealership, our classes provide useful skills, proven techniques and various classroom role plays to help you become more aware of negotiations that you must face on a daily basis.

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Many of our most popular classes focus on multiple facets of negotiations to provide a truly holistic view on how to negotiate more effectively. Even the most hesitant negotiators can benefit from our unique training approach. Over time, many of us develop bad negotiations habits that impede our ability to succeed when dealing with others, whether negotiating a technology agreement with a software vendor, trying to put in place the final details on a critical end of the quarter sales negotiation with a new Japanese client or simply hashing our a request for resources with a colleague during an internal negotiation. We teach those skills that will lead to the highest probability of success that help professionals get negotiations started on the right foot and enable them to keep them flowing, even when unexpected conflict threatens to derail negotiations. With these improved skills, participants can focus on aiming high during negotiations while not having to worry about common dirty tricks like "the moral appeal" that are so often used by dishonest negotiators.

Those who must deal with specialized negotiations such as international discussions with Chinese for a new manufacturing plant, with Mexican businessmen to establish a partnership, with Indian counterparts to open up a new call center or prolonged negotiations designed to establish strong vendor relationships can also benefit. Our twenty-five years of experience has allowed us to touch on multiple situations in nearly every industry imaginable.

Participants who attend our workshops will learn to:

Utilize various tools to plan for a negotiation and place an emphasis on individual analysis as well as a deeper understanding of business issues
Focus on gaining a greater understanding of your own negotiation strengths and weaknesses
Work through the five phases of negotiations
Know how to set internal goals and expectations prior to discussions
Understand the importance of relationships during negotiations
Utilize a more open and consultative approach to negotiations
How to sidestep attacks during a negotiation and take an objective view
Avoid negotiation misunderstandings that can derail discussions
Focus on seeking mutually beneficial outcomes for both parties
Use questioning skills to uncover important information during a negotiation
Know how to manage concessions during a negotiation and do so in a manner that enables you to deal with concessions effectively
Deal with even the most aggressive and adversarial personalities
Manage situations when the other party wants to negotiate items that are non-negotiable
Manage the consequences of failing to agree to a negotiated agreement
Avoid mistakes that can lead to less satisfactory outcomes
Overcome deadlocks and stalled negotiation discussions
Understand how power influences a negotiation
Deal with dishonest negotiators who utilize tactics like blanketing to pressure others to modify a proposal, competition to lower prices or even artificial deadlines to cause the other party to make concessions
Know when to negotiate alone with the other party or collaborate with a team to provide a united front
Circumvent negotiators who continue to ask for more concessions to the end
Overcome those parties who back out of agreements or try to claim the inability to follow through based on a missing person
Evaluate and learn from their negotiation experiences
Manage the critical pitfalls to avoid when negotiating on the telephone
Deal with recently accepted practices that often come up during electronic negotiations

It is a given that not all negotiations are the same and some companies may have requirements that are more specialized. While some classes are delivered as off-the-shelf programs, all course topics can be customized to meet particular client needs. We can go into detail on "hard" topics such as how to plan logistics for a successful negotiation as well as how to manage details like time management as well as "soft" topics such as how to understand the importance of body language during negotiations and how to recognize when it is used as a negotiating tactic

Shorter one-hour seminars related to how to negotiate to settle debts with creditors, how to overcome some of the pitfalls related to job-specific negotiations like relocation as well as negotiations surrounding internal counteroffers , how to navigate through the process of negotiating for a home purchase or even how to avoid the most common negotiating mistakes made by women are also available.

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