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.

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In Negotiating Skills, Does Skepticism Pay Off?

A good negotiator must be skeptical. Not because the other party may be trying to be deliberately unethical or dishonest, although that may happen on rare occasions, but because when you take a skeptical approach to negotiating it gives you the opportunity to avoid misunderstandings.

You often discover items or issues left out of the negotiation which may come back later and cause major problems between you and the other party. Being skeptical will also help you avoid making wrong assumptionsin negotiating and give you more opportunity to find out what the other party really needs. This allows you to reach better, longer-lasting agreements.

The approach to evaluating what you are told by the other party can be summed up in four principles:

As you conduct your negotiation use these principles. You will be better prepared to create a better agreement.

Source: Dr. Chester Karrass link

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Negotiation Training Institute of America

Negotiation Skills Training Classes

In Negotiating Skills, Does Skepticism Pay Off?