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 - Negotiating With Clients
Most storage and distribution organizations after they have setup their business look for clients, materials, products to store or use, and negotiations is a critical key to the success of their business it sets the tone for how the business will be ran on a day-to-day basis. During negotiations you find the staple values that you share with your supplier or client where the partnership is of mutual benefit to both. Some organizations allow the client or supplier to set the tone for what they will and won't do just to sell shelf space or get products at a cheaper price. This leads to exclusivity, preferential treatment or the client dictating how you run your business.
Case example
XYZ Storage & Distribution Company and third party logistics provider in the United States experienced severe management problems and sought to solve them by hiring an operations manager and inventory coordinator in 2007. The management hierarchy consisted of a president, vice president and general manager, transportation manager, warehouse manager and office manager. The vice president was only concerned with filling up the shelves at whatever cost even if it meant reducing the cost of storage. One company dictated the parameters and told the storage firm how to operate and the other a national distribution chain had almost free storage for a year.
The above illustration show how with the lack of proper planning and preparation negotiations can lead to calamitous consequences.
Preparation is the key in any negotiations and without it you are just asking to be taken advantage of or wasting the clients and your time. Negotiating is in essence a sales process and in any sales call when you are seeking to get someone to buy your product or offer your services you must first:
Develop rapport or a relationship with the prospective client: Find staple values that you share with your prospective client and show them how you both can benefit from your services. Don't approach them by saying we can do this for you or we have the lowest price in town. With this approach you have just shown your hand that price or you will do whatever it takes to get them as a client. Secondly
What is the client's paradigm shift? How has the client done business over the years? Have they change or transformed their business. See things from your prospective client's point of view is essential, cost overruns could be hampering their business, labor issues, manufacturing issues or supplier issues. Whatever it is, try to help them solve it by incorporating solutions into your negotiating presentation, and thirdly:
What type of negotiation strategy to use? There are many negotiation methods available and you should choose one that fits your style and what you are comfortable with. Dr. Richard Shell author of Bargaining for Advantage, list five negotiation styles:
1. Competitive
2. Collaborative
3. Compromising
4. Avoiding
5. Accommodating
Everyone has a particular style in which they are comfortable with and to be successful will depend on which one you use. Fourth
Choose the correct setting to negotiate: There are various ways to negotiate over the telephone, email, documents delivered by courier, but the most effective way is face-to-face giving a firm handshake then sitting down to learn more about the client and their business. Don't jump into talking about your company and what you can do for them, take time to learn about the client and what's important to them and if you have built up a rapport this won't be very difficult. Show the client that you care and not just there for a quick sale. Lastly
Good customer service: Just as fast as you gained the client you can lose them by having poor customer service and follow-up. XYZ Company had poor customer service and was losing clients faster than they were gaining them. Always be responsive to client's inquiries and concerns and treat each client big or small as important because they are.
Negotiations are a game of give and take but you can minimize the impact of take-aways by being prepared and positioning yourself for success. A lot of negotiators come away from a negotiating sessions feeling proud of themselves for making a sale and gaining a client but the impact of what they gave up is felt down the road and throughout the entire supply chain.
Source: Anthony Jackson Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Seminars
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