Negotiation Skills Training Seminars
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 seminars 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 seminars. 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 seminars please
contact us.
Negotiation Skills Training Seminar Tips: 5 Mistakes People Make in Negotiating
Here are five common mistakes that people make when they are negotiating:
Telling instead of asking
Not listening
Not being clear about their needs
Getting angry
Not finding out what the needs of the other party are
You don't realize how many negotiations you are involved in every day.
Every request is a negotiation. Every decision, where anyone else is involved, is a negotiation.
Let's look in a bit more detail at these mistakes that you may well have made. Making these mistakes means it is more difficult for you to get what you want and can unnecessarily alienate the people you are dealing with.
Telling Instead of Asking
This is when you state your demands and tell others what you want them to do. Then you feel cross when the other party demands something else that you see as unreasonable.
For example:
We demand a 3% pay raise.
You must give me my money back.
You should compensate us for the problems you have caused.
You should improve the food in the canteen.
Not Listening
This mistake compounds the first. It is when you don't make an attempt to really understand the other party and find out what they need and what their concerns are.
When you are telling others what to do you are rarely listening to what they are saying. They then return the compliment and don't listen to you. So very quickly you can end up in a pantomime of people almost shouting at each other and making no progress.
Not Being Clear About Your Needs
People often go into a negotiation with a list of 'wants' rather than needs. They identify what they want the other party to do, instead of thinking about what they really need.
They identify how far they are prepared to compromise so that they then have to 'climb down'. Most people hate doing this and see it as a sign of weakness.
For example, if you are facing the possibility of redundancy, you may feel like trying to cling on to your job. Stepping back and working out what you need financially (a specific income per year or lump sum) can change the negotiation.
Being Angry
It's even worse when you go into a negotiation angry. When you are angry it's very hard to work out what your true needs are, so it's unlikely that they will be met.
Feeling angry also reduces your ability to think clearly and use your higher order reasoning skills.
It means you are unable to see options and possible solutions so even if you are able to work out what your needs are, you will have reduced your chances of getting them met quite substantially.
You are also more likely to blame the other party for everything. This will make you seem aggressive and unreasonable to them. That won't make them very cooperative.
Not Finding Out What The Needs Of The Other Party Are
It's very easy to assume the worst of the other party in a negotiation and to focus mainly on your own needs. If you find out what their needs are you will often be surprised.
Of course, they will frequently be blinded to their needs and be focusing on what they want you to do at first. So to overcome that, you need to ask them some careful questions.
By doing this effectively you will be able to find out what it is they really need. It could be that they need to look good to their boss. Or perhaps they really need to get home early that day so are doing things in a hurry.
The best ways to overcome this problem are:
Manage Your Emotions
Learn how to keep calm and controlled. You need to be interested in the other party and concerned for them.
Ask Questions
A very simple way to overcome many of the difficulties in a negotiation is to ask questions, so prepare a list of questions before you go into a negotiation.
Things like:
What's important to you about this situation?
What are you worried about?
What happened?
What problems have you encountered?
What do you need?
What is your understanding of my situation?
Assume The Best Of The Other Party
Assume what you would like them to assume about you if the situation was reversed.
You will find that this will make it much easier to ask the right questions and to get their cooperation.
Be Interested In The Other Party
If you are interested, you will find it much easier to listen genuinely to their perspective. This will help you to understand them and understanding is the key to effective negotiation.
Being a Better Negotiator and Get Better Results
There are very simple things you can do to improve the results you get in any negotiation, not just the big ones. It's easy to sabotage yourself by making one of the mistakes I have highlighted, so make a conscious effort to behave differently.
With just a little practice you'll find you can make some big improvements and changes.
Source: Nancy Schlessinger Link
For Negotiation
Skills Seminar information please
contact
us.
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