Negotiation Skills Training Classes
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 classes 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 classes. 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 classes 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 classes please
contact us.
Negotiation Training Class: Emotions and Negotiation
Most of what has been written about negotiation suggests that emotions can be ignored or approached as a rational problem. Emotions are to be "managed" or "vented" when absolutely necessary and then ignored. Yet emotions are an unavoidable part of being human. And, are a part of every negotiation. When we recognize that someone else is interfering with our achieving our goals or preventing us from getting what we want, emotions often spring forth. Conflict becomes the inevitable result.
Feelings and emotions very significantly influence how people deal with conflict.Think about some of the long standing conflicts in the world like Rwanda, Kosovo, the Israelis and Palestinians, or the abortion debate. In each case the disputants have extremely strong emotions that have impeded the resolution of the conflict. It can be seen in how the parties portray themselves - pro-life, not anti abortion; pro-choice, not pro abortion. Each is tied to a world view that generates strong emotion about the issue.
Everyone has emotional needs, such as being treated fairly, or receiving recognition for what they do, or having a sense of belonging. Emotions are often part of the group of intangible needs we have in a negotiation. We always want to feel we have gotten a good deal. We want to be listened too and feel our opinions and concerns are valid. These are a few examples. But a negotiation that doesn't take these into account will likely fail either at the table or when implementing the agreement.
Emotions have the potential to play a positive or negative role depending on a variety of circumstances. The decision of whether to settle or not rests partly on emotional factors. It isn't necessary to overcome every obstacle to reach a settlement. There need to be enough incentives to make settlement appear to be the best option. And emotion can overcome logic in making this determination. For instance, if you or the other side are not emotionally invested in the negotiation, it is unlikely to succeed. Examples of emotional rewards include: increased trust, improved relationship, feelings of satisfaction or appreciation, or a sense of belonging.
When confronted with strong emotion, try taking a "time out" to let each side re-group, or try re-scheduling. You can acknowledge what you believe to be true, i.e. "you seem upset, can you tell me why?" What never react in kind. Let it pass over or around you. By getting the anger out you have a chance to react and explain before things fester.
Source: Marsha Ostrer Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Training Class
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