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.
Negotiations Class: Go In Smiling, Not Swinging
The critical skills in negotiation are being tenacious and keeping your cool. Always remember that tenacious does NOT have to mean confrontational. Nobody likes to be backed into a corner. Therefore, raising your voice, and being forceful, or making threats may work against you in the business trenches.
Your objective is to get somebody to do something for you or sell you something at your price on your terms. So you want to avoid making them defensive or suspicious. No matter how eager they are to close a deal, nobody wants to do business with an a-hole. Instead, make it easy for them to say yes. Make them feel like your objective is their idea. You do that by paying attention, by listening. And you do it by taking your ego completely out of the equation and staying focused on the issues, while recognizing that both sides may have strong emotions about the process and the outcome.
Always treat the other party with respect, even when they're being unreasonable - ESPECIALLY when they're being unreasonable. And speaking of unreasonable, make sure that what you're asking for is realistic, respectful, and supported by facts you're prepared to present calmly and clearly. Making a ridiculously low offer that you doubt will fly can be counterproductive.
Keep your cool and kill them with kindness. If the other party senses hostility on your part, they'll withdraw and you'll lose the opportunity to gain critical information from a comfortable discussion. He who keeps control of his emotions keeps control of the negotiating process. And the same goes for the party who does more listening than talking.
Sometimes one word can give away a hidden agenda. Or a fleeting change of facial expression will reveal their true position. Dig in with probing questions-then shut up and listen! Often, they will slip up and give you more information than they meant to. Generally speaking, the more you can get the OTHER party to talk, the more you will learn about their stated position and their true wants and needs behind that position.
Armed with everything you learn by listening, you're then in a position to negotiate from their point of view-using their own arguments as leverage to show how agreeing to YOUR plan will help them get what they want. The best approach is, "How can we work this out so we both get what we want?
Bottom line: Negotiating honestly and respectfully builds trust. Demonstrations of aggression erode it.
Source: Craig Zuber Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiations Class
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