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.
Ground
Rules for Teams:
Key
Rules and Guidelines for Team Negotiations
We've already
talked about some of the benefits of utilizing a
team-based
approach when negotiating with another party. As many have found,
teams can work together to present a unified front when
dealing
with customers, potential partners or internal colleagues. When
negotiating as a team, members can draw upon varying levels of experience,
history and knowledge to work as an effective group.
Once your organization
has decided that a team-based approach will be the most effective,
there are a few key rules and guidelines that will make your efforts
more successful. Failing to pay attention to these rules and guidelines
may limit your team's effectiveness. As you
prepare
for your negotiations, keep in mind the following
important
guidelines:
- Who should
be involved on the team? Depending on the
type
of negotiation, you may need to build a cross-functional team
with representatives from different departments and functions.
- Will team
members be able to make a commitment to the
entire
process? Select those who will be there to help the team succeed
during negotiations.
- Are you
selecting
compatible
personalities? Team negotiations are no place for the shy
and timid. Select team members with compatible but outgoing personalities
who are
willing
to contribute and follow the lead of the head negotiator.
- Have you
worked together as a team to plan for the negotiation? If not,
be sure to set up internal meetings to go over roles, responsibilities,
expectations, issues, aspirations and other vital information.
- Will anyone
keep track of the proceedings? Assign one person to bring a laptop
in order to take notes on your discussions. Good record-keeping
is essentially during long negotiations.
- Are you
prepared to handle
negotiating
tactics? It helps to review some of the possible tactics the
other side may use as well as prepare possible responses.
- Have you
spent time
rehearsing
a negotiation? Practice makes perfect... a bit of time spent
"playing out" the possible negotiation will go a long
way
- Some other
key factors to keep in mind as you prepare to enter a
team
negotiation:
- Team members
should avoid contradicting or interrupting their colleagues.
When
you argue in front of the client, you are showing the other
side that they team may not be as unified as first thought. Focus
on allowing each person to speak their turn and listening to team
members.
- Unless you
get stuck trying to hammer out an issue, focus on one topic at
a time. By now, you should've already
prepared
an agenda for how the negotiation will flow from one discussion
to another.
- If you sense
dissent forming among team members, don't be afraid to call a
time out. Don't hash out differences in front of the other party.
- Determine
who will be acting as the
primary
negotiator during all discussions. One person should be assigned
as the lead with other providing
supporting
roles.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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