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 Training Classes - Win-Win Can Make You A Sore Loser!
Every now and then, a reasonably prominent or especially vocal person has a high-profile catharsis, a moment of revelation in which he pops-off and tells it like it is.
A few weeks ago, for instance, I debated a fellow on CNBC and he said he was fed-up with the rhetoric used by companies to make it seem their customers are part of a big, happy family.
Baloney, he declared. The purpose of a customer is to make a company profitable. We're not seeking friends or dinner guests when we open our doors for business; we're trying to make money-period.
Likewise, much has been written and many seminars bear the name, "Win-Win" Negotiating. The concept is both parties to a negotiation can walk away thoroughly satisfied with the outcome, providing participants utilize enlightened communication practices.
When I see ads for these products, I have mixed emotions. Like Santa Claus, I want to believe, but my rationality intrudes and says there's no way a guy that big is going to squeeze through my chimney.
Yes, under certain circumstances, all parties can conclude bargaining feeling pleased as punch, but as individual negotiators we cannot unilaterally produce this outcome. Just as it takes two-to-tango, it takes both parties buying into a happy-happy, interest-based negotiating style to make sessions especially cordial, fair, and agreeable.
If one side won't play along, or uses a more pugilistic method, you, by yourself, cannot accomplish a Win-Win outcome.
I hold a Black Belt in Chinese Kenpo Karate, having studied the art at a dojo for more than eight years. In Kenpo, we're taught to use everything-strikes, kicks, words, furniture, trash can lids, and even our feet, to run away from a fight, when that's appropriate.
The philosophy is as follows: (1) Avoid a fight altogether, whenever you can; (2) If you cannot avoid it, use only the quantum of force necessary to render your opponent a non-threat; and (3) If that's not possible, well, kill him if you must.
I see negotiating much as I do Kenpo. If both parties can walk away unscathed, that's the best outcome, but it isn't the most common. You have to prepare for the worst, become highly trained, use everything at your disposal, and emerge the winner, if there is only going to be ONE.
Leave the fairy tale fighting to idealists, such as those that practice Aikido. Their art is purely defensive, but from my view, it is woefully inadequate and incomplete for fighting real adversaries and the real bad guys in the real world.
Be on your guard when negotiating, and appreciate if you stick only to win-win negotiating, it can make you a sore loser!
Source: Dr. Gary S. Goodman Link
For Negotiation
Skills Seminar information please
contact
us.
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