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 Classes: Avoid Common Negotiating Errors
In most instances, it is far more challenging to produce a successful event today than it once was. In the three plus decades that I have been involved, and in the thousands of conferences, conventions, meetings and events I have negotiated, organized, produced and overseen, I have witnessed this unfortunate "evolution." Part of this dilemma is due to the ever escalating costs involved with producing an event. Another challenge is that in today's society, there are so many events held for so many causes, that each event is in a sort of "competition," not only for attention, but for attendees and financial participation. It is a fact of life that it is far more challenging today than ever to acquire sponsors for an event, because many companies, particularly in certain industries, have consolidated, merged, or are no longer in business. That means that those potential sponsors are being constantly sought after, and each potential sponsor, therefore has to budget based upon its needs, and where it believes is the most synergistic fit.
Many organizations make similar errors in organizing and negotiating for their event. Some of these include:
1. Keeping the format nearly identical from year to year, and thus giving less impetus for previous attendees to go again.
2. If seminars are given, not spending enough effort identifying those that will most benefit the meeting.
3. Returning to the same venue, without creating some sort of competition.
4. Not including a properly formulated and designed Request For Proposal (R.F.P.) and/ or not properly using it.
5. Creating an adversarial negotiation, rather than a win- win situation.
6. Not doing its homework sufficiently, and thus not understanding and/ or identifying the needs of the venue.
7. Either not asking enough, or asking too little.
8. Not fully identifying its needs in advance, thus creating a situation where things are added on an "after the fact" basis, and thus not negotiating best value.
9. Not understanding the concept of creating "value" for attendees.
10. Not understanding "perceived value," which is what potential and actual attendees perceive and see as creating value for the meeting.
11. Spending insufficient time and effort in creating the flow sheet, and not understanding how the flow sheet can add "perceived value" to a potential attendee, and thus often be the most valuable and important form of marketing.
12. Insufficient or inadequate marketing, thus not optimizing the attendance at conference. Since many costs on a per person basis become reduced on an "economy of scale" basis, meaning that the more attendees, many items will cost less per person.
13. Inadequate budgeting, thus not accounting for various and sundry expenses.
14. Not using a "liquid" or "fluid" budget, where the expenditures and projections can and should be adjusted based on actual attendance, and therefore actual revenues.
15. Inadequate negotiations on items such as decorations, audio-visual, and food and beverage.
16. Incorrect priorities in terms of creating "value."
17. Not negotiating everything. Far too many inexperienced individuals tend to believe that small savings don't really matter, while the reality is that the major savings are in the accumulations and sum of the small savings.
18. Not enough emphasis on "attrition" clauses, and ending up sometimes paying for unneeded or unused items or inventory.
19. Inadequate emphasis on "give-back" clauses.
20. Not enough thinking outside the box.
These are just a sampling of certain items that might, and often do, impact the success and viability of an event, conference, meeting or convention. Organizations need to negotiate everything, consider contingencies, and always think about their backup plan.
Source: Richard Brody Link
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Skills Seminar information please
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us.
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