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 Seminar Tactics - How to Shut Them Down
If you are facing negotiations with a lot of same-side-of-the-table competition, like it happens usually in auctions, you will need to find effective ways to cut off your competition. One of tactics that is available for you is the shut-down move.
A shut-down move is a negotiation strategy that prematurely cuts off the competition on your side of the table. The goal is to effectively shut down the negotiation and thereby avoid competition.
How do you exercise a shut-down move? All you have to do is submit an offer under a condition that, in fact, eliminates competition. For example you could set a timeframe for acceptance of your offer. That way, the other party is forced to decide on the spot and has no time for shopping around.
Another option would be to agree on negotiating under the condition that for a certain time frame you have exclusivity. That would eliminate competition at least for a certain period of time which gives you a significant advantage, especially if the other party has to conclude the contract as soon as possible.
The important thing is to make an offer under any condition that eliminates or at least reduces the competition on your side of the table.
However, there are several factors that are important for a shut-down move to be effective:
Your offer must be properly timed; you'll have to make your offer when it is still the best option for the other party and the other party is in doubt whether there will be a better option in the future. Because if the other party has reason to believe that it will receive a better offer, it will simply reject your offer.
Furthermore, a shut-down move must be coupled with a credible threat that worsens the situation of the other party in case they reject your offer. If the threat is not credible, then, once again, the other party will simply reject your offer.
Executed correctly, the shut-down move can be a powerful weapon against your competition that can help you close a favorable deal successfully.
Source: Kiril Stawrew Link
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Training Seminar
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