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 Training Seminars - Responding to "Take It Or Leave It"
What do you do when the other party gives you a firm but polite “take-it-or-leave-it”? There are options available. My advice is to test it hard—their position may not be as firm as it looks.
The best approach to testing a “take-it-or-leave-it” is to change the nature of the deal. Broaden the project or reduce its size; change the quantities (more – less); modify the quality levels; more or fewer services; extended or shorter delivery periods.
If you are working on a package deal think about modifying the product mix to include new items or spare parts or training. Mix items that are not “take-it-or-leave-it” with those that are. Then negotiate the agreement.
In addition, you might want to try any of the following negotiating countermeasures to test the firmness of the other person’s “take-it-or-leave- it” position:
1. Agree that it appears you are at a negotiating impasse, and walk out. (Don’t forget to plan your walking back in strategy.)
2. Protest to higher management. (Be aware that there may be repercussions.)
3. Ask the other person put their “take-it-or-leave-it” in writing—you want to discuss it with others.
4. Talk on as though you never heard the “take-it-or-leave-it” demand.
5. Determine whether or not there are some parts of the deal you can do without (i.e. things you can do for yourself, or get from others) that will reduce the scope of the deal subjected to the “take-it-or-leave-it” demand.
The key to testing “take-it-or-leave-it” is to find a face-saving way by which the other party can retreat from this awkward position. If you can, the problem has a chance to evaporate. Most times you’ve got nothing to lose by testing the “take-it-or-leave-it.” It’s worth a hard try.
Source: Chester Karrass Link
For Negotiation
Skills Seminar information please
contact
us.
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Negotiation Training Seminars
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