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 Seminars - Handling Price Objections and the Closing Stage
Overcoming the Price Objection:
Price is an issue in most negotiations. We need to deal with the price issue confidently, but with an understanding of the needs of the other side. Here are some notes to help you:
Be specific. State the exact price rather than ....well, it will be about $5,000.
Maintain eye contact. It makes you look confident.
Ensure the tone of your voice is confident and your body language is also confident and relaxed.
Use silence. Once you have stated your price, stop talking and wait for the other side to speak. Give them time to think.
Deal with price objections and defend your price, but don't over argue your case.
Close down your body language.
Focus on price and benefit differences.
Begin the bargaining phase.
The Closing Stages:
The closing stages of any negotiation are vital to the overall success of the final deal. There will come a time when both negotiating parties can sense an outcome is possible, and each negotiator needs to be careful not to be too eager to close or else the other party will be tempted to hold back for further concessions.
Once a likely outcome is seen, either party may define outstanding issues, compare arguments and objections, review the position to date and agree a deadline for agreement. If one side avoids making these decisions, the other must probe to find out the reason and deal with it effectively. Negotiators must be careful at this stage to identify tactical delay which deliberately attempts to force further concessions.
The best solution to aim for always, is one where both negotiating parties feel they have done well despite having to concede on certain issues. This is called a "win-win" solution. Once either side feels they have arrived at the final deal, it is important to signal this to the other party.
Body language can say as much about what you are thinking as speech. If you have made your final offer, look as if it is your final offer. Simply gathering up your papers, looking at the other side directly in the eye and saying "That is my final offer", can do this, and silence can be a powerful tool in convincing them you mean what you say.
Be wary of "splitting the difference": If you offer to split the difference, you have, in effect, given the other side a concession that is one-sided. You have said you are prepared to move without asking for commitment in return.
The final consideration is when you have done the deal and both negotiating parties are in agreement. Record the details and agree with the other negotiating parties involved that your interpretation of events matches theirs. That way there will be no unexpected comeback in the inevitable post-negotiation period when either side reviews how well or badly he has done. Again, this will be minimized if the solution you have
arrived at benefits both negotiating parties.
A Final Word Of Caution:
The closing stages need to be approached with caution. It has been shown that the majority of concessions are given or traded in the last 5% of the time allocated for negotiation. That means if you negotiate for one hour, the last three minutes are when you are most vulnerable.
Source: Jonathan Farrington Link
For Negotiation
Skills Seminar information please
contact
us.
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