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.

Negotiation Workshops: Flexible Negotiating Tactics

There is no right negotiating tactic if you have the wrong strategy or policy. Strategic objectives and priorities are more important than tactics. Yet history is full of great strategies that were defeated by poor negotiating tactics. The two go together but are not the same.

Flexibility in the choice of your negotiating tactics is imperative. Tactics that are right for one person are wrong for another. Tactics that are appropriate at the start of a negotiation may prove counterproductive later. Tactics that worked yesterday may not work as well with the same person tomorrow. Negotiating tactics that worked well in a buyers' market may prove to be stupid in a period of short supply.

Continual reassessment is the key to good tactical planning. I ask myself these questions over and over again in every negotiation:

1. Can I combine tactics for better effect?
2. Is this a good time to change tactics?
3. How will the other party react or interpret my tactic?
4. Will this backfire on me?
5. If my tactic is rebuffed, will I lose face or bargaining power? How can I minimize the loss?

The choice of tactics involves ethical questions. Ends do not justify the means. Unethical negotiating tactics for achieving worthwhile goals ultimately destroy the positive value of those goals. Whether they like it or not, negotiators must also be philosophers when it comes to choosing negotiating tactics.