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.
Negotiating Skills Training Seminars for Success
Effective negotiations do not only involve sitting in front of your opponent being absolutely sure that the reason is on your side.
It requires a specific mindset and preparation, well thought line of argument and most of all, positioning you in your opponents mind.
It does not matter whether it is a business negotiation or it is with your fifteen year old son. The same principles apply.
1. - Thorough preparation: Think seriously on what you want to obtain from the negotiation. Review first the best possible scenario for you and the best one for your opponent. See if there are meeting points where you can achieve a "win- win" situation for both. Imagine then the worst scenario for both, and see if the position of the one that has more to lose is a fair one. Be prepared to describe these scenarios in your negotiations in a humble and polite manner, so that the other part sees clearly that you also understand their position. Do a carefully thought SWOT analysis (strengths, weaknesses, opportunities and threats) on your position. Be prepared to show your strengths, be aware of your weaknesses - that most probably are your opponent strengths -, envision the opportunities and be prepared to show them as real ones, attracting the negotiation to your side, and beware of the threats, being the most important one that the negotiation might end in no agreement.
2. - Peace of mind: I remember reading the Asterix comics when I was a kid, and have a vivid image of Obelix and his little terrier awaiting a bunch of Romans awaiting the opportunity to capture them. The poor dog was shaking and Obelix said: "don't worry, Ideafix, it is them that are scared of us". Be always certain that the same situation of nervousness you are suffering before negotiation starts is at least the same that the other part is going through, if not more. And also be sure that both of you are pretending that nothing it's happening. But there is an enormous deal of anxiety that you can turn on your favor.
Sit down, relax, lay back and be aware of both your corporal language and theirs. You have gone through a patient envisioning of all the elements on the negotiation, and assume some other issues can just appear on the way, so start acting as the icebreaker: Lead the conversation, this is of uppermost importance as no one is aiming to start speaking, it always happens. Look for common grounds to maintain a nave and friendly conversation for about five minutes. Let them feel a bit more at ease, thinking that with such a handsome opponent the whole thing is going to be a piece of cake.
Then, all out of a sudden, with perfect politeness, get direct to the point. You are still holding the initiative and have centered the conversation in a more relaxed scenario.
3. - Introduce the conversation: Pointing out facts everyone will agree on, and the reason why you have common grounds. Do never show your cards yet, or even a hint of them. Move on secure and common territory. Then, grab a pen and a piece of paper, and say that you are anxious to hear from them, they have been without saying nothing for ten minutes and now they are more likely to speak. Let them do so. Pretend an enormous concentration and look directly to the eyes of whoever speaks. Make your speaking opponent feel he or she is the only one in the world for you at that moment.
Take notes. The paper you grabbed must have a few lines on the header stating your position together with minimum and maximum level of agreement that you are prepared to allow. Remember that along the conversation new unexpected situations can arise, be prepared for that.
Source: Gabriel Fernandez-Alva Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiating Skills Training Seminars
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