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.
Impact and Influence in Negotiation Courses - What Might Be Possible?
To build and maintain impact and influence in negotiation and achieve a wise outcome it's important to manage the levels of negotiating engagement. This means doing everything you can to ensure the conversation and interaction is about joint problem solving, not about fighting for domination.
At some point in the negotiating the conversation will move from divergent to convergent - from opening up and examining the negotiating issues towards closing down and reaching a solution or outcome. I teach negotiators, influencers and leaders to keep a diamond shape in mind (the shape you'd see on a playing card) and check from time to time where the conversation is and when it is time to make the "critical turn" and begin converging; Which you're operating and the preferences of the people involved the diamond could be very lopsided with lots of diverging behavior or quickly moving to converging. Whichever it is, the skilled negotiator or influencer makes sure it's under control with deliberate behaviors not just floating along or meandering. If you are to have impact and influence you have to manage your own behaviors against the map, not just hope things will change or work out OK.
In Dr Richard Hale's invaluable Hale Circle of Influence™ (the map I use to help prepare for negotiations and influencing conversations) the first significant section of the map that is about converging is entitled "Possibilities". In preparing for the discussion you would do well to list ideas for what could be a way forward. More importantly in the discussions themselves you should be looking for new possibilities which may only reveal themselves as the conversation continues.
You will need to say or do something to bring the negotiations into that section of the map. In other words you will need to choose a behavior which encourages movement into that part of the territory.
The behavioral options for moving into the "Possibilities" section are essentially "Push" or "Pull" - we also call this the "Ying" and "Yang" of negotiation. I teach negotiators to stay aware of their behavior and deliberately choose when to push and when to pull. A "push" behavior is where the information comes from you. A "pull" behavior encourages contribution from the other side. The simplest example of a "pull" behavior is a question of course, but there are more.
Although I never provide scripts for negotiators or influencers these are the kinds of things that you might say:
Push- "I'm wondering if we can think about what might be possible ways forward" or "Perhaps we should consider what might be a way forward here"
Pull- "Have you some thoughts on what might be possible to move forward?" or "What do you see as possibilities to consider at this point?"
In both cases keep the language tone tentative. You are testing whether the other negotiating parties are ready to move or not. You can't make the journey into the "Possibilities" section of the negotiating map alone. If they are to move through the negotiating map with you and you are to have lasting impact and influence this is about them wanting to be there and go with you.
The best way to prepare for influence by design (rather than by accident) is to complete the Clear Worth Personal Impact and Influence Questionnaire (the PIIQ) and receive a fully customized 10 page report on your strengths and weaknesses and unique insights into how to work with the other person.
Source: Clive Hook Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Courses
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