Negotiations Skills Training
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 seminars 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 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.
Negotiations Skills Training: Negotiate With Yourself First
One of the questions we toss around at my negotiation seminars is: "When does a negotiation begin?"
To prove this isn't an idle negotiations exercise, let me point to the time that I sold a commercial property. It was almost two years to the day after I had originally taken it off the market, having listed it with a Realtor who did me no good, whatsoever.
Actually, that's not 100% true.
He got me two offers, one of which I surmised was from a neighbor. Both were so low that I countered neither, and decided to wait.
Before listing the property again, I let it be known to my neighbor that I might be selling and if he wanted to get in an exclusive negotiations offer, he had better move fast. He disclosed that his wife was peeved that he didn't grab the property, before.
So, I knew he was hot to trot, and I sold it to him at a very agreeable price.
Did my negotiation begin when I first listed the building, or when I let it be known I'd entertain an offer, two years later?
It probably began without my knowledge, when he first thought of merging the adjoining parcels into a larger development, which became his goal.
Anyway, I'm here to make a related point. Negotiation begins sooner than we think, and usually it begins with ourselves.
You need to do several preparatory things before you meet with another party:
(1) Forget about your favored negotiating style and vow to be FLEXIBLE, once you get underway. If the tone becomes rough and tumble or sweet and amiable, adapt.
(2) Set a high aspiration, a big goal, an ideal outcome for the session. There is much evidence to support the idea that your results follow your aim, so aim high.
(3) Set another figure, a bottom line, which is your minimum or maximum price.
(4) Compile a list of "nice to have's," some smaller goals that you can concede to get those bigger things that you're really after.
(5) Be ready to deadlock, to come to NO DEAL, if you can't get a good one.
If you do this pre-work you'll be ready to succeed when negotiations formally begin!
Source: Dr. Gary S. Goodman Link
For Negotiation
Skills Training Seminar information please
contact
us.
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Negotiations Skills Training
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