Negotiation Skills Training Courses
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 courses 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 courses. 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 courses 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 courses please
contact us.
Salary
Negotiation: Deals Unplugged
Your heart is
racing, your palms are moist, and you are having trouble forming
complete sentences. You must be sitting outside your boss’s
office, awaiting the annual ordeal commonly know as salary negotiation.
You wouldn’t be feeling this way right now if you had taken
one of our powerful
Negotiation
Training seminars, where you would have learned how to prepare,
what to ask for, what to settle for, and how to avoid getting locked
into a power struggle over minor details. Yes, you would have had
a plan for finding out his bottom line before you ever put a figure
on the table. And you would be smiling in anticipation of a fair
and honest salary increase right now, instead of fantasizing about
selling pencils on the street corner. Before next year, call us.
The
negotiation
skills you learn from us will more than cover the cost of the
course when next year rolls around.
Deals Unplugged
Don't know when to cut your losses
and leave the negotiating table? Look for these telltale signs.
There are obvious reasons
to break off negotiations: For example, the other side's last best offer doesn't
cut it, you find a better alternative, or you uncover something seriously unsavory
about your opponent. Businesspeople favor and understand these sorts of objective
analyses.
There are also subtler, more subjective
reasons to pull the plug. If you're the type of negotiator who takes pride in
making the unworkable work, take special heed of the following pitfalls to avoid:
Your opponent is just too difficult.
You learn a lot about how smart, decent and aggressive someone is by how he
or she negotiates. If you don't like what you see and hear when you're bargaining,
chances are it'll only get worse once you're in business together. After all,
if negotiation is the courtship, then closing is the marriage. You don't have
to love, like or even respect everyone you deal with-especially if it's a one-shot
deal. But if you find this person an insufferable, time-wasting nuisance at
the bargaining table, remember: It's only a preview of coming attractions.
Transactional costs are too high.
You make what you think is a simple deal. Then the "professionals"
get involved . . . and nothing is simple anymore. There are legions of lawyers,
accountants, bankers, brokers, appraisers, consultants and the like who peddle
all kinds of services to would-be deal-makers. At their best, they can be critical
to your success. They can also bleed your deal dry with contingencies, complications,
fees and commissions if you're not careful. Choosing wisely when you hire helps.
So does getting a second opinion. Above all, ride herd. If these expenses become
disproportionate to the size of your deal, you'll end up hating yourself in
the morning.
You need to teach someone a lesson.
Frankly, I don't see this very often, but I wish I did. There are certain deal-makers
who are a blight on your business community. You know who they are. The next
time they get cute, make yourself understood, if you can. Denying them the deal
they want is exactly the kind of operant conditioning that even psychologist
B.F. Skinner would applaud. So rejoice: You're doing a public service.
Your gut tells you to walk away.
I like the following definition of intuition: knowing without knowing why you
know. I was once waiting to be interviewed by a potential employer. As we shook
hands for the very first time, I heard this little voice in my head: "You
will learn to hate this man." As I left his office, I had no doubt that
he was twisted. Later, I learned that he was a screamer who had chewed through
16 assistants in less than a year. Some potential business associates carry
a dark cloud around them. If your gut says get out, listen to it and be grateful.
After all, everyone knows things they don't know why they know.
By Marc Diener
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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