Negotiation Skills Training Workshops

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 workshops 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 workshops. 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 workshops please contact us.

Negotiation Training: The Deal Isn't Made Until the Money is Paid!

One of my most puzzling negotiations involved what seemed at the outset to be a simple matter of confirming some consulting dates.

A prior client contacted me by phone and left a voice mail expressing interest in doing a customized seminar. I phoned back promptly, and we had a very upbeat and detailed chat, during which I indicated my calendar was better for booking, sooner than later.

My follow-up email offered a set of dates about five weeks away, and I awaited an overnight check to secure the time slot. A check, that after a week, never came, forcing me to write an email expressing concern, which wasn't responded to, either.

Not appreciating business mysteries, I phoned within a few hours of sending that email. I was told there was a split of opinion at the client's company about doing the dates I suggested, which in actuality, were dates my client had selected.

Again, we had a nice conversation and I was assured I'd have my confirmation the next day, which also came and went in silence. Finally, after yet another phone call, I got an email requesting dates two months into the future, which I supplied promptly, also requesting confirmation.

But that led to more silence.

Who was I to believe: the positive and definite phone person or the elusive email enigma?

This is not an easy question to answer. While some folks are easier to sell through one medium versus another, there are also people that are better at dissimulation by phone or by email. Complicating the interpretive process is the fact that many people are awful writers and know it, so their missives sound stiff and strategic, or they avoid putting paws to keyboards, altogether, fearing they'll make an indelible mistake or embarrass themselves.

In short, we could wait forever for them to write a responsive email.

Sometimes, people suffer from phone fear, a sort of situational shyness or performance anxiety that makes them sound evasive or overly cautious. Thus, the human voice isn't a reliable conveyor of all of the facts we'd like to know at a given time.

We just can't say, "Trust email, because if you get a commitment in writing, you're set!" Nor can we say, "You can always tell if someone is lying over the phone!"

Perhaps the rubber meets the road with a Dun & Bradstreet expression that I have used frequently as a negotiation touchstone: "The deal isn't made until the money is paid."

Once that check is in hand, providing it's a good one, we might be able to relax, feeling at least one part of the negotiation is over. That is, until we receive that next set of voice and emails that seem to point in opposite directions!

Source: Dr. Gary S. Goodman link

For Negotiation Skills Seminar information please contact us.

Related: Negotiation Course

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The Art Of Using Silence in a Negotiation

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Pre-Negotiation Strategy Check List (Part 2)

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The Anatomy of a Negotiation Workshop

Dealing with Conflict Styles

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