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: Negotiation as a Corporate Capability
The vast majority of negotiation books begin by referring to negotiation as an activity we all employ whether we are aware of it or not. It is universally believed that we cannot choose whether we want to negotiate or not, but rather that we can only choose how well we would like to negotiate. Regrettably, most of the focus in the past has centered on the development of negotiation skills competency, and has concentrated on the interpersonal aspects of negotiations. Although this is positively a vital component of negotiation success, it is unfortunately just that - a crucial component but not representative of the full negotiation picture.
Interpersonal negotiation skills include many facets such as the ability to use tactics, handle conflict and disagreement, recognize and counter tactics & dirty tricks etc.,. They are all an integral part of any professional negotiators' armory. The majority of the negotiation training that is available today focuses on learning and developing these skills. There is little regard given to understand negotiations at a process level.
If we consider the arena of sales for a moment, you've likely heard the expression that a person is a born salesperson. If your salespeople all possessed the gift of the gab, or the inherent ability to sell, then why would organizations of all sizes implement best practice sales processes? The answer to this question is because research and experience has clearly shown that there are two dimensions to sales, an interpersonal and personal ability dimension, and then an organizational and process dimension.
In considering the interpersonal and personal dimension of sales, we see that it concentrates on the individual's ability to interact with prospective clients and existing clients in a persuasive manner to obtain business. On the other hand, the organizational dimension concentrates on embedding a culture within the organization to provide the ability to support and apply the best practices in the sales domain. By utilizing an organizational sales methodology, it has become possible to
Evaluate the effectiveness of sales interactions
Examine the appropriateness of sales methods employed
Develop a sales knowledge base
Adapt individual knowledge to the organizational level, and lowering the risk associated with relying on "star" individuals who are susceptible to better offers from competitors
The organizational and process dimension of negotiations has seen very little research and attention until very recently. It is the writer's opinion that this dimension will be responsible for revolutionizing the negotiation discipline in its entirety. The gains that can be realized in adopting an enterprise or organizational approach to achieving negotiation excellence are listed below:
Consistent market perception of the organization
Competitor behavior can be affected
Consistent customer experience
Risks are lessened
Negotiation knowledge and experience becomes entrenched in the organization
Negotiation strategy defines tactics and not conversely
Margin consistency can be achieved
Service Level Agreements can be standardized
Pro-active stakeholder management
Base level negotiation skills are established
What is a corporate negotiation capability?
The following definition is proposed: The ability to perform consistently in all negotiations throughout the organization with the goal to acquire competitive advantage.
This competitive advantage is premised upon on solid relationships negotiated effectively with clients, shareholders, employees and other stakeholders (environmental stakeholders etc.) To obtain a solid corporate negotiation capability that will stand out from their competitors, organizations have to:
Analyze their current environment
Examine industry benchmarks and negotiation best practices for guidance.
It is crucial to understand that this is an ongoing process and not so much a destination. Several of the factors that comprise the analysis of the current environment within an enterprise would include:
Auditing the agreement history
Assessing the human resource capability
Auditing the existing negotiation knowledge management facilities
Investigating the negotiations enabling environment
In the next edition of The Negotiation Times, we will carry on with our examination into negotiations as a corporate capability by exploring some immediate measures that can be implemented to embed negotiation best practices within any organization.
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Skills Training information please
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us.
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Negotiation Skills Training
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