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 betteroutcomes 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.

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Negotiation Training Course: How to Prepare for a Successful Negotiation

Anyone who believes they can just walk into a contract negotiation and think all they have to do is ask or demand what they want and it'll work itself out, is either very naive and should seek another profession, or should hit the library and cram as if they were back at college finals time.

We need to create a hypothetical negotiation situation. This will be a contract negotiation between a company, a mid-size affiliate of a larger conglomeration and the local of an International union. This will be the initial contract negotiations since the employees voted for union representation and will discuss and attempt to reach an agreement on wages, benefits and work rules for the employees working in the factory.

We will only discuss, in brief, the union's actions in preparing as to discuss both sides would be time prohibitive, plus the union position is more transparent and subject to membership approval vs. one owner or board as in the company's position.

The initial beginning of these contract talks began months prior to this stage of the process. The International union assigned an experienced negotiator to lead the talks for the union side, who has met with the local union's leadership.

In this planning meeting the leadership was told to go on a fact finding mission to discover what the membership requires in order for them to ratify a contract.
The leadership has returned the results to the head negotiator who will review them, then discuss his recommendations, from which they will arrive at a consensus of what they'll attempt to extract from the company.

The list of demands, as they are called, will be submitted as a whole to the company, but the union will secretly divide the demands into several groupings.

They will be classified wages, benefits, work rules, non essentials and classically...bullshit. The non essentials are items the union would like to achieve, but will relinquish if need be and the BS items are just that, items to be given away as signs of good faith bargaining.

The wage category will be sub divided again into dollar amounts per hour, percentages per hour and rates per classification of employees. Alternatives, such as Cost of Living Allowances or Profit sharing should be cost factored and available as an alternative choice.

Medical benefits must be researched as to the cost per family for varying types and amounts of medical coverage per provider. Medication, dental and eye glass costs will be figured separately or as an addendum to a health care package.

Work rules will be analyzed for feasibility and consequences to other factors if the work rule(s) were to be enacted.

As you can determine by the brief overview of a contract negotiation with a small company, the complexities involved. The hard work is prior to setting down at that contract table.

Source: Jim Bain Link

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