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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