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.
Effective Negotiations Workshops - Negotiation Skills, Knowledge, Experience And Expertise
After more than three decades of professional negotiations, having negotiated everything from labor contracts to hotel contracts, I truly believe that one of the most widely overlooked aspects in negotiating is the necessity for a negotiator to be fair, honest and honorable, and to fully understand not only his own needs but the needs of the opponent. It is important to understand that at the very least, there are always at least two sides to any negotiation, and while one side may at certain points have the "upper hand" over the other, one must always beware that the "tables may turn," and negotiators generally have long memories.
Some individuals who believe they know how to negotiate try to win every aspect of a negotiation, and fail to realize that the only negotiations with long term positive results are those that are "win- win" in nature. While one side may feel they have won a victory, and taken advantage of the other, unless both sides walk away from a negotiation feeling they, at the very least, did alright, somewhere down the line, the negotiating strategy will backfire. A professional negotiator goes into a negotiation fully prepared, having comprehensively and completely done his homework about the other side. An effective negotiator knows that there is generally a delicate balance and a fine line between getting a good deal, and pushing too hard, so that the other side, even if you get the concession, resents you for asking. In the long run, negotiators with reputations for being tough but fair are respected and get the best for their clients, while those who "play games" often lose out over time.
For example, in negotiating with a hotel, a negotiator must understand various aspects from the vendor's standpoint, such as labor costs, union requirements, service charges and fees, taxes, mark-ups, margins, etc. An effective negotiator understands that the most profitable aspect of a hotel is the "bar," followed by the banquet Food and Beverage department. Labor considerations may often afford a hotel very little margin for granting concessions. If there are fees for certain services, a negotiator must understand if these items are being handled internally by the hotel, or if they are sub- contracted out to vendors and/ or suppliers. If, for example, a negotiator wants a concession regarding the parking fee, it is essential to understand if the hotel controls that internally, or are they paying someone else, or is it some sort of cost/ revenue share situation. Similarly, a negotiator must understand if Food and Beverage, and Bar, is handle by one department, or multiple departments, and thus how this may be impacted.
As a professional negotiator, I am never pleased when I am instructed to co-negotiate for my client with someone else, without negotiating expertise. Invariably, it negatively impacts the negotiations.
Source: Richard Brody Link
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Workshops
|