Negotiation Skills Training Courses
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 courses 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 courses. 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 courses 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 courses please
contact us.
Getting What You Want In the Course of Negotiation
A negotiation works best when you get what you want at the end of it. Let me tell you a story about a negotiation I was part of one time. Throughout the story I will try to highlight the good strategies of negotiation employed, and what could have gone better. Hopefully, this will help you become a better negotiator.
I was meeting with my boss because I had asked for a raise. This was many years ago. When I had first asked him for the raise, it was because of the nagging of my spouse. I decided to just give in and ask for one. I expected to get one. Instead, I got invited to a negotiation meeting. I was offended by this. I had never asked for a raise before, and I deserved more than what I had finally asked for.
So, I decided to do my homework and figure out how to make the negotiation go my way. The first thing I had going my way was the fact that I was very important to the company. I knew that they could not afford to fire me. Well, they could afford to let me go, but it would cost them a lot less to keep me around.
Still, a company knows that most people are not willing to quit. They always have the upper hand because they're willing to make sacrifices to keep the upper hand. You never know how a company is going to react to your requests, but if they start a negotiation meeting, then you know they are going to try to barter with you.
I decided the best way to play my cards was to go into the meeting with a new offer in mind. When I sat down with my boss, I told him that I had reconsidered my request. His eyes lit up. He thought that I had decided that I didn't want a raise. Instead, I told him that I wanted five times as much of a raise as I had asked for before. I told him that the company had offended me by not offering me my original request, and that lead me to consider just how much I was worth to the company.
My boss tried to laugh it off. He wanted to keep control of the room. My very serious face showed that this was no laughing matter. This is the point where the negotiation began. Now, there is preliminary work that you need to do. You need to find out just how much the company can afford to pay you. You need to find out what other people with your similar job and background are getting paid. All of this should be taken into account when you begin your negotiation. While you might not be negotiating your salary, background research can be done for all forms of negotiation.
In my situation my boss folded and gave me the raise. This was because I had done enough background research that I had gotten my numbers right. I had seemed serious enough to scare him into giving me the raise.
Source: Vince Armstrong Link
For Negotiation
Skills Seminar information please contact
us.
Related:
Negotiation Course
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