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.
Important International Sales Negotiation Training Seminars Tips
If you start looking for advice on international sales negotiations, you may end up getting more than you need. And you might not know which advice to follow.
There are people who call themselves multicultural or attribute themselves with an international expertise, without having the necessary experience to give you advice on cross cultural negotiations. There are also people who live in foreign countries for years without acquiring any real multicultural expertise at all. So called "bilingual" skills often represent wide variations in language skills.
Everyone has their own point of view, and success formulas based on their own experience. And when we are faced with several different bits of advice, we often choose the easiest option.
As a North American International Sales & Marketing professional in Europe for over 20 years I have had years of field experience in negotiations between North Americans and Europeans. And I've received my fair share of advice. I'd like to share with you the most important advice I learned and applied for over 20 years.
There is really only one essential thing you need:
Prepare for your negotiation
You should be preparing for all of your negotiations. In international sales you will need to broaden your preparation a little more. Here are the areas where you need to be prepared:
The object of your negotiation:
Know your company's position, products and strategy inside out.
Know what you want to get out of this negotiation
The other company you will be meeting:
Find out as much as you can about the company
Get as much general information as well as what is currently in the news.
What are their other international businesses?
Where else are they located?
Who is on the management team, and what nationalities are they?
The other company's position in the negotiation
What does your client want?
What do you want to sell him?
What cards can you play?
What cards he may want but you can't play or give at any cost?
What are you prepared to negotiate?
Identify the points you will not negotiate on.
What win-win outcome possibilities do you see?
How the meeting will take place:
Who will you be meeting?
Where will you be meeting?
Who else will be there?
The cultural business environment
Are there any general cultural factors you need to be aware of?
Are there any business cultural factors you need to be aware of?
Are there any negotiation cultural factors you need to be aware of?
How will you choice of country location for you meeting affect your negotiation?
Are there any particular male/female cultural issues here?
What are you expected to bring with you?
That is the most important advice you will receive on international sales negotiations. Yes, you will also need to adapt your own mindset, but you will not be able to do so if you are not prepared.
Sometimes you might feel as if you have over-prepared your negotiation. Your negotiation might have seemed way too easy, to require the preparation time. And you might be tempted to skip the preparation the next time round.
This would not be a good move. Your prior preparation gives you a confidence and an expertise others can pick up in your own behavior. You will gain points without saying anything.
Thorough preparation prior to your international sales negotiations gives you a double advantage.
Solid preparation for your sales negotiation, so you can concentrate on the sales part.
An appearance of expertise that cross the cultural barriers to give you needed credibility
Solid preparation prior to your negotiation will give you the tools you need to navigate the cross-cultural negotiation challenges that inevitably pop up. So, before any international meeting don't skip the essential preparation. Set aside enough time to do so prior to your meeting.
...and follow this advice.
Source: Cindy King Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Training Seminars
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