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: Win-Win Negotiating, The Method Of Choice
Many untrained individuals fail to realize that negotiations is a "people and relations" technique, and not a "force the other person" concept. People who enter into a negotiation simply wanting to get the most he can, without considering the needs of the other side, almost never gets an optimum result. Trained negotiators realize that it takes "give and take," and learning the needs of the other side.
An effective negotiator always does his homework about both the overall industry that the negotiation is related to, as well as the specific needs of the party that he is having his discussion with. There is an extremely delicate balance in negotiations, as well. Ask too little and one may be giving up important concessions, which may cost his side lots of money. On the other hand, ask too much, and there are a few possible scenarios. One possibility is that your "opponent" may become frustrated, or feel that you are not negotiating in good faith, or that you cannot possibly be pleased or satisfied, or that if he accepts your terms, it is not profitable and/ or worthwhile to his side. In that scenario, negotiations may break down, or be discontinued completely. Another possibility is that the other side, because of economic pressures or miscalculation, gives in to your "unworkable demands." While the latter may appear great to the negotiating novice, this second scenario is often disastrous because when "push comes to shove," the other side realizes it must "cut corners," and you end up with an inferior result.
In three decades of negotiating, I have found that the most effective technique is to be as honest as possible with your opponent from the beginning of the negotiation. Do not "spring" something on them! An effective negotiator always knows as much as possible about what the other side is capable of doing, what the margins may be, in which areas they may be more flexible, etc. An effective negotiator also realizes that, while nearly everything is negotiable, certain items are far more negotiable than others.
Effective negotiators also understand that the opposition also needs to "win," or the negotiation will not work, in the long run. An understanding of areas that may save the other side money, which might be able to be passed along, is an essential ingredient.
Organizations that want to get the best results in their efforts enter a negotiation by setting their priorities. Which of the items are the most important? What parts might be used as trade offs, if necessary? An organization must have its negotiator enter the process understanding what the budget for the needed service is, and permit a professional negotiator to have a certain amount of flexibility and leeway within preset parameters.
Win-win negotiations are the way to go! When both sides walk away satisfied, feeling they received a "good deal" while getting what they needed, and both sides feel they have benefited, the process has the best results. Negotiating should always be done by fewer, not more individuals. When non-professionals get involved in a negotiation, they often mess up the works.
Source: Richard Brody Link
For Negotiation
Skills Training information please
contact
us.
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Negotiation Skills Training
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