Negotiation Skills Training Classes
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 classes 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 classes. 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 classes please
contact us.
Negotiation
Skills - How to Negotiate
Negotiating
To Resolve Conflict
Very often,
conflict develops over simple failures to communicate in ways that
are clear and honest. Any relationship – professional or personal
– involves individuals with unique needs, aspirations, expectations
and assumptions. When these are not well known or understood by
all parties involved, the resulting disappointments and frustrations
can produce conflict and friction. In
Negotiating
to Resolve Conflict, we train you in the use of simple yet powerful
communication and listening tools that can help to identify the
source of those bruised feeling and unmet needs. Sometimes resolving
conflict is only a matter of responding with understanding instead
of reacting defensively.
How to Negotiate
Research shows
that women pay, on average, 46.5 percent more for goods and services
than men do. Whether you're buying a car or trying to prevent a
salesman from emptying your wallet, try using Dr. Phil's negotiating
tips to get what you want at the right price.
Start with
a pre-negotiation phase by claiming the right to negotiate. "Negotiation
really begins before you even engage the seller or the other partner,"
explains Dr. Phil. Step number one is making the decision that you
have the right to negotiate and that you are worth standing up for
yourself, getting the best price, and not being taken advantage
of. Claim that right, and know that you're not doing something wrong
if you do.
Get over
your dislike of negotiating.
You don't need to like it; you just need to understand that's how
the world often works. You're not browbeating or grinding someone
down; you're simply playing the game that the system is set up for.
Dr. Phil reiterates, "In this world, you get what you ask for."
Don't be bashful. You're worth it.
Open the
negotiation.
Dr. Phil offers these lines as suggestions:
"I'm absolutely
not a buyer at that price." That's a clear signal to the salesman
that you're ready to walk unless you can find a common ground.
"You need
to help me here. I want to do this deal, but I can't at this price."
"Let's
talk about how to make this more affordable." Then, you can
stroke the salesperson by saying, "I really like what you have,
but ..."
"I'd love
to do business with you." Follow up by explaining that you're
serious about making the purchase, but you need the numbers to work.
Collaborate
to meet both ends, making it a win/win situation. "My definition
of negotiation is that it should be not a confrontation, but a collaboration,"
explains Dr. Phil. "My first rule of negotiation that I try
to adhere to is figuring out how to get the other person as much
of what they want ... because the more I get them of what they want,
the more I'm likely to get what I want."
Don't take
it personally.
Buying a car is not the same as looking for a date. When the transaction
is over, the salesperson moves on to his or her next customer. You
need not be concerned about whether he thinks you're cute, sweet
or funny. Also, don't think there's something wrong with you if
the salesperson isn't giving you what you want. "People don't
just fork it over," says Dr. Phil.
Educate
yourself.
Do your homework. Know what you're talking about before you get
there so you can make informed decisions. Get on the Internet and
do research. Do comparative shopping. Buy a magazine that has information
about the product. Don't say "I don't have time for that."
It takes 15-20 minutes.
Have a plan
and be willing to ask questions.
There's a price the seller needs to get. They're not going to give
you an indication of what that price is unless you ask a lot of
questions. Challenge everything.
Don't ever
bluff.
If your attitude when asking for a raise is that you need to be
paid fairly and you won't settle for less, then mean it. (But that
doesn't mean you have to be ready to walk right then and there.)
Don't be
emotional.
You don't need it "now," and you don't "just have
to have it." Don't "fall in love" with anything,
and don't say that out loud to the salesperson. You also need not
worry about the seller's children and job security if you get a
good deal.
Never pay
full price.
When buying a car, the asking price is what's referred to as "stupid
price." You're not expected to pay that. Know that the salesman
has latitude, and he expects to be asked about a lower price.
Don't believe
what's written down.
If a sign says "Not responsible for lost or stolen items,"
and your car is stolen, it doesn't mean you should walk away and
suck up the loss. In fact, says Dr. Phil, the sign "doesn't
mean squat!" You need to ask relevant questions, about lighting
and security for example, before considering yourself defeated.
Dr. Phil McGraw
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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