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.
Negotiation Skills Training and Team Building Ideas
Negotiation teams are dynamic entities in their own rights. By expanding a negotiating group, additional talents and perspectives are introduced. Additional members also increase communication and focus challenges. This can be beneficial to the process; or detrimental.
Like all other aspect of negotiations or management, negotiation teams need to be managed.
If you are leading a negotiation team, manage the people on your team. Especially if they are "professionals". You are responsible for their preparation, research and the role they will play. Too often clients delegate the preparation and research aspects of a settlement conference to their legal staff. This would be fine if the issues were going to be resolved by simply applying legal principles. When it comes to other issues and overall strategy, the responsibility is ultimately vested solely with the lead negotiator. Insure that everyone on your negotiation team knows their role, is prepared and, most importantly, that you have set the global strategy for the session and the parameters for settlement.
If the other side brings in a negotiation team of their own, you can take steps to manage their team as well. How do you do this? By applying small group leadership tactics:
Welcome them to the negotiation and indicate your appreciation of what they can lend to reaching an accord.
Observe the other negotiation team's pecking order and note who your prime opponent defers to, if anyone. This will tell you who the real decision maker is.
Interview each new member of the negotiation team as to their role, qualifications and specific area of expertise.
State clearly and concisely the objective of the day's discussions in a fashion to get agreement on what will be discussed.
Ferret out areas where the other team members appear to not agree fully. This is best done by asking one person a specific, target question while observing another's reaction to the response. Typically the non-verbal communications will indicate any discord.
Ask questions of members on the other negotiation team not specified as experts in the area to see how the team responds and to uncover latent leaders to be dealt with or possible fissures in their opinions.
By taking the lead in this regard, you will be establishing your role as the overall discussion leader. You are setting the agenda and can direct the course of discussion. Remember, negotiations are basically small group management. If you can establish an informal leadership role, you will have much more control over the outcome of the session.
Source: Bill Scarpino Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Skills Training
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