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

contact us

Top of Page


 

Negotiations Seminars
Win-Win Negotiations Seminar

Negotiating Contracts and Purchasing Agreements Workshop

Essential Negotiation Skills Course

Negotiations Skills:

Improve the Skills of your Negotiators and Improve your Bottom Line

Setting The Climate For Non-Confrontational Negotiations Training

Mesmerizing the Audience in Negotiations

Price Negotiations Are Dead - Long Live Price Negotiations

Handling Extortion Attempts in Negotiating

When You're Negotiating, Money Isn't As Important as You Think

Legal, Logical Moral And Emotional Barriers in Negotiation

Paint Pictures To Improve Your Negotiation Effectiveness

Negotiating With Extortionist Government Functionaries

Influencing for Results

How to Succeed When Working With Tactical Negotiators

What Makes A Good Negotiator?

How Time Pressure Affects The Outcome Of A Negotiation Workshop

Real Estate Negotiation Workshop - Buyer Beware

The Art Of Using Silence in a Negotiation

The Sales Negotiation Process

Logic Over Training: Settlement Negotiation Skills Training

Position the Other Side for Easy Acceptance

Give Both Players Part of the Win

Negotiation Skills Training Online

Multiparty Negotiations Training - Part 1

Multiparty Negotiations Training Courses

Why Silence is Golden in a Negotiation

The Power of 1% Negotiating

Tactics for Win-Lose Distributive Negotiation

Pre-Negotiation Strategy Check List (Part 1)

Pre-Negotiation Strategy Check List (Part 2)

Negotiating Skills Training Seminars for Success

Group Negotiations Skills Training

The First Moves in Global Negotiating Seminar

Using Clever Questions in Your Negotiations

Skills You Need To Know

What Every Negotiator Must Know Before Negotiating

Useful Tips from Business Negotiation Courses

What Is Win-Win Negotiation?

Love Alliances, Hate Negotiating?

Conflict Negotiation Training Classes: Psychological Dynamics

Ensure a Successful Outcome

Negotiation Class Tips for Grads - Aim High!

Secrets Of Successful Negotiations Training Class

Business Negotiation Workshops Tip - Using Metaphors

Questions During a Negotiation

Detecting Lies in Negotiations Workshop

The Anatomy of a Negotiation Workshop

Dealing with Conflict Styles

Business Negotiating Seminars For Professionals

Deceptive Negotiation Gambits and Counter Measures

How To Play Poker in Negotiation

How To Give Feedback After Negotiating

International Business Negotiation Training Seminar

How to Get to Yes Without Playing Games

More

 

Copyright © 1979, 1982, 1991, 1994, 1998, 1999, 2000, 2002, 2004-2010
Negotiations Training Institute of America
All rights are reserved.