Negotiation Skills Training Workshops
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 workshops 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 workshops. 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 workshops please
contact us.
Negotiating Workshop: How To Negotiate a Deadlock
A deadlock occurs when the negotiating parties to a negotiation cannot reach agreement. Usually they are tired and frustrated and ready to give up. Here are a few Rules to chip away at the deadlock and close the deal.
1. Take a Break.
If the emotions are high and both negotiating parties are clearly frustrated and tired, it might be time for a break. Clear the air and get a fresh start the next day or the next week. Give assignments and/or deadlines to work on during the break. Try brainstorming when you get back to see if anything has been overlooked. This is the time to emphasize mutual interests and try to close the deal.
2. Agree in Principal and Work Out the Details Later.
Although it is important to get all the I's dotted and T's crossed, sometimes you have to agree on the principal to get the negotiations moving again. Otherwise the negotiations may get bogged down working out every word and every possible contingency. Getting an agreement in principal is a morale booster. There is a shift when there is some agreement and the negotiating parties can come back later time to work out the details.
3. Stress What Will Happen If No Agreement Is Made
A. We will have to start all over. B. What we have agreed to will not go into effect. C. If we let a third party make the decision, we might not like the result. D. We may lose the control to fashion our own settlement. E. We will lose a lot of time.
4. Be Prepared to Give One More Thing.
There are some people who are never going to be satisfied and they always want one more thing. This is human nature, I guess, to squeeze as much out of the other side as possible. Knowing this trait will allow you to always keep a bargaining chip or two up your sleeve to close the deal. If you don't have to use the bargaining chip, that is even better. Remember you might be able to get one last thing as well.
5. Know When to Hold and When to Fold.
Unfortunately not all negotiations end in settlement. If you have made several suggestions which were not met with any discussion or interest, this may be one of those negotiations that remains deadlocked. On the other hand, if you are still talking to each other and making some progress, even though very slowly, it might be worthwhile to still keep plodding away. Don't let the negotiation go forever. Just as the song says, sometimes you need to know when to fold.
Source: Mary Greenwood Link
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiating Workshop
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