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.

Use "The Power of Agenda" to Boost Negotiations Skills Training

I learned early on in my career that bringing a product, brochure, testimonial or "prop" to any negotiations meeting is absolutely necessary. Whether it's a sales call, interview or team discussion, keep in mind that people learn and absorb information in different ways. 40% of us are visual, 40% are kinesthetic (touch) and 20% are auditory. If we depend only on the sound of our own words, we potentially miss 80% of the audience.

With that in mind, let's dive into a painfully simplistic, often overlooked, but powerful negotiations tool known as The Agenda. Webster defines agenda as "the plan or list of things to be done".

In business negotiations training we utilize this concept as the final stage of aggressive preparation. It's called Create the Agenda. I've made over 5000 sales calls in my career. Many of those involved some type of negotiations. When I learned to always bring the agenda, my success rate increased dramatically. Here's what an agenda it does to the negotiations dynamic:

1) Its an immediate compliment to the Other Side. It essentially says "your time is valuable, so I've done this to make our negotiations meeting more valuable."

2) Rarely will the other side have one, so you've subtly gained control of the negotiations meeting.

3) This control allows you to set the pace and the sequence of discussion.

Agenda's don't have to be sophisticated. In fact, simple, one-page documents with bulleted points work best. Agenda's also tend to keep the discussion on point. In the Humble Confidence Negotiations Workshop we devote the majority of our effort to Aggressive Preparation. 90% of successful negotiations occur here.