Negotiation Skills Training Seminars
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment seminars and private on-session 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 seminars. 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.
For more information on our negotiation skills training seminars please
contact us.
Contract
Negotiation: How to Learn About Your Competition
The first meeting
went really well, and now all parties have agreed in principle to
do the deal. But don’t pop the champagne corks yet. There
is still the small matter of contract negotiations. Until a final
contract is signed, initialed and dated by all parties, all you
have is hope and good intentions. Our
Contract
Negotiation classes are designed to help you prepare for and
conduct a successful,
win-win
negotiation, even in cases where the parties may be far apart
on the details at the outset. You will learn about the most common
strategies and tactics used in contract negotiations, and you will
receive personal coaching and real time practice in the negotiation
process, to make sure you have the negotiation skills you need to
turn principle into reality.
Ethical ways to get
the goods on your competitors before you start your own business
Q: I want to
start
a business based on an idea I received from a former co-worker
whom I will call Jane. Jane and I planned to go into business together
using what she learned when she worked for a company that has no
known competitors. But Jane has passed away.
The company she worked
for is for sale, but I think the owner is asking too much. I still believe I
could run it bigger and better, so how do I find out about his business without
asking him outright? If I act like I am interested in purchasing it only to
find out how he operates, well, that would be unethical.
A:
Businesses
without competitors are either monopolies or serving small,
niche markets in which reputation can be very important, so your
ethical sensitivity to not ripping off the owner may be quite meaningful
to your ultimate success in this business. At the same time, you
obviously need to get the technical know-how necessary to operate
it.
Here are several ways you might go
about learning about the business:
Consider using
a business broker to
negotiate
on your behalf what may prove to be a more flexible sales price
than you now think possible. If negotiations result, you will be
able to examine the business and learn about it that way, though
you must be alert to signing a non-disclosure agreement that would
limit your use of what you learn if you do not purchase the business.
Perhaps you can negotiate a purchase agreement on terms that will
enable you to pay a
reasonable price over time, where you would get the benefit
of the existing
owner's
expertise yet have an agreement that he not compete with you
for a period of time. You can find links to business brokers at
www.bbn-net.com/offices.html.
Consider asking to buy his expertise
as a consultant. It's not uncommon for people in established businesses to get
paid for advising "wannabes" and new people in a field. Some even
make a business of franchising their expertise.
Unless you already have
too much experience to be
interested in learning the trade as an apprentice employed by
the business, this would be a third option for obtaining the information
you need. Other than these three choices, you seem to be left with
"reinventing the wheel."
By Paul & Sarah Edwards
Nashville
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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