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.
How To Profit From Negotiation Classes
Organizations are constantly seeking ways to increase revenues and margins whilst reducing costs. A question that is often raised is how the development of human resource skills can best be aligned to achieving these objectives.
All organizations’ efforts toward realizing key objectives are characterized by communications with colleagues, suppliers, customers, shareholders and other stakeholders. The fact remains: individuals can no longer decide whether they would like to negotiate, they can decide only how well they would like to negotiate.
One of the most accessible and powerful mechanisms available to accelerate the achievement of your organizational growth objectives is optimizing your organization’s negotiation efforts.
With the achievement of ever-increasing negotiations targets on the agenda, what's the best way to proceed?
The challenge is how to achieve profitable revenue growth whilst keeping a tight rein on expenses through quick improvements in operations.
Many organizations have come to the realization that traditional growth tactics supported by initiatives such as pure play sales, marketing and purchasing training have run out of steam. This is due in large part to the era of 'best practice standardization'. Just as manufacturing organizations have embraced the implementation of proven best practices, so organizations across the spectrum have implemented best practices in the sales environment (typically through the formulation of a sales strategy and the implementation of a formal sales methodology) and the purchasing environment (typically through supply chain optimization, strategic sourcing and supplier management initiatives). This has had the effect of leveling the playing field with most organizations deploying sales and purchasing strategies and processes that are similar in nature and design.
To achieve superior revenue & margin growth in a 'standardized' market environment requires a fresh approach. Deployed effectively, Negotiation Training will act as a catalyst to facilitate the continuance and entrenchment of competitive advantage.
Before exploring the best ways to deploy negotiation training to optimize returns, it is useful to consider why negotiators typically fail to achieve optimal returns from their negotiation efforts.
Business Negotiations
At the highest level of abstraction, negotiators fail because they don't negotiate in a 'whole brain' way. Research has proven that our actions and communications are most effective when they occur in a holistic, whole brain format. In the context of business negotiations, this means that negotiators must guide their actions and communications effectively by focusing on four core areas of negotiation:
Value
Business negotiators must ensure that they have an acute understanding of the facts that underpin any negotiation. Failure to gather & understand the relevant facts that support optimal deal making results in failed negotiations or negotiations where value is left on the table.
Process
Any negotiation without a robustly defined negotiation process and management infrastructure runs the risk of resulting in a sub-optimal outcome. A framework within which to operate is required to provide an environment within which risks can be pro-actively managed. A robust negotiation process ensures positive momentum and provides a referential framework that mitigates unforeseen complications & risks.
Relationship
Agreements can only be concluded between people or organizations represented by people. It goes without saying that the way we interact with other people is a critical determinant of negotiation success. The importance of relationships within a negotiation context is amplified when we find ourselves in an environment where ongoing partnerships and longstanding relationships results from our business interactions.
Vision
To achieve a collaborative deal frame, it is necessary that negotiating parties to an agreement have a shared vision of the losses and benefits associated with any agreement. It is only by having an understanding of all parties to an agreements respective vision that we can understand their driving motivators or interests. A key part of negotiation competency involves the ability to generate options that will serve the needs & interests of all negotiating parties.
World class negotiators develop their skills & competencies in each of the 4 main areas, thereby empowering themselves to deal competently in areas that would fall outside of their natural areas of 'preference'.
Negotiation Skills Training
Effective negotiation skills training can be implemented in two ways:
Generic leading practice based (off the shelf)
In house training format
Public access open course training format
Verticalised & customized (suited to industry & organizational specific challenges, needs & strengths)
In house training format
The most effective negotiation skills training interventions will be preceded by the definition and/or design of a negotiation strategy and supporting process. This will ensure the establishment of a negotiation capability at an organizational level, equipping the organization with a key competency in negotiation, which will result in competitive differentiation.
To ensure optimal positive impact, any negotiation training programme should cover the following key areas:
Individual negotiation preference & competency profiling.
Individuals must get an understanding of their preferences, negotiation style and negotiation competencies in the context of business negotiations.
A proven understanding of strategic sourcing and the approaches taken by buyers to negotiate purchases.
Sales negotiation training programmes should be built upon a strong foundation of understanding the procurement and purchasing functions within organizations. This is a critical element which will ensure that delegates are equipped with the skills to apply 'mission specific' negotiation strategies & tactics.
Provide delegates with a practical, simulation based environment within which to learn & deploy negotiation skills.
Research has proven that learning is accelerated by a practical learning environment.
Make provision for delegates to demonstrate their understanding and acquisition of new negotiation skills by means of a post course assessment.
Too many training courses don't achieve their objectives because they don't provide a post course assessment environment that encourages delegates to internalize the skills acquired.
Provide delegates with an individual Personal Development Plan based on their demonstrated preferences & competencies. It is hardly likely that one or even two negotiation training interventions will provide sufficient time for each delegate to fully develop their negotiation skills. It is therefore of critical importance to provide each delegate with a personal development plan that will assist them in the continued development of their negotiation skills.
Source: Jan Potgeier Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Classes
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