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.

Negotiations Training

Dealing with Dominant Personalities
Negotiation Personalities: Chargers

Throughout our career, we will have the opportunity to deal with individuals who exhibit every type of personality under the sun. Over time, we'll come across some people who are a real pleasure to deal with while others are as friendly as a pack or rabid pit bulls. Since individuals communicate in different ways and have varying needs, it helps for negotiators to understand how to deal with different personalities. In general, there are four dominant personality types that we are likely to encounter at the negotiating table. It helps to recognize these personality types in order to meet their particular needs and understand the types of interactions we are likely to face during discussions.

The first personality type we will talk about is The Charger.

Chargers are seen by some as typifying the "old school" management and business style. These are individuals who come from the old "command and control" school of thought. They are most concerned with getting their way, increasing their amount of power and walking away from the negotiating table with the absolute best deal. Chargers are often found in the executive ranks as well as in lower level positions as some people who "think" they have more power than they have like to act in a dominant and aggressive way. Chargers tend to:

* Assume that their way is the best or only way. Exert influence on others or the situation through the use of power
* Enjoy building or enhancing their reputation
* Focus on status or personal achievement
* Try to
control the situation
* "Tell" more than listen
* Dismiss ideas that aren't theirs

As you can imagine, chargers can be a handful. There are times when these individuals are difficult and downright unreasonable negotiators. They have a tendency to make big demands and, rather than compromising, can actually increase what they want or expect. For the most part, they want to take control of the situation and have a negotiation weighed heavily on their terms. If they don't, they feel exploited and defeated... something they avoid at all costs.

Some DOs and DONTs of dealing with a charger include:

DON'T...

DO...

  • steer them towards your ideas so they think they came up with them
  • acknowledge their authority or status
  • ask their opinion or insight
  • provide options rather than sticking with one solution or proposal
  • refer to them by their title (when appropriate)
  • give them credit when it makes sense

In a sense, these are individuals that need their ego stroked. The last thing you want to do is put them down or make them feel like you are questioning their status or authority. They want to wield their power and, in a way, you have to let them perceive that this is the case.

For Negotiation Skills Seminar information please contact us.

Related: Negotiation Course

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Negotiations Seminars
Win-Win Negotiations Seminar

Negotiating Contracts and Purchasing Agreements Workshop

Essential Negotiation Skills Course

Negotiations Skills:

Improve the Skills of your Negotiators and Improve your Bottom Line

Setting The Climate For Non-Confrontational Negotiations Training

Mesmerizing the Audience in Negotiations

Price Negotiations Are Dead - Long Live Price Negotiations

Handling Extortion Attempts in Negotiating

When You're Negotiating, Money Isn't As Important as You Think

Legal, Logical Moral And Emotional Barriers in Negotiation

Paint Pictures To Improve Your Negotiation Effectiveness

Negotiating With Extortionist Government Functionaries

Influencing for Results

How to Succeed When Working With Tactical Negotiators

What Makes A Good Negotiator?

How Time Pressure Affects The Outcome Of A Negotiation Workshop

Real Estate Negotiation Workshop - Buyer Beware

The Art Of Using Silence in a Negotiation

The Sales Negotiation Process

Logic Over Training: Settlement Negotiation Skills Training

Position the Other Side for Easy Acceptance

Give Both Players Part of the Win

Negotiation Skills Training Online

Multiparty Negotiations Training - Part 1

Multiparty Negotiations Training Courses

Why Silence is Golden in a Negotiation

The Power of 1% Negotiating

Tactics for Win-Lose Distributive Negotiation

Pre-Negotiation Strategy Check List (Part 1)

Pre-Negotiation Strategy Check List (Part 2)

Negotiating Skills Training Seminars for Success

Group Negotiations Skills Training

The First Moves in Global Negotiating Seminar

Using Clever Questions in Your Negotiations

Skills You Need To Know

What Every Negotiator Must Know Before Negotiating

Useful Tips from Business Negotiation Courses

What Is Win-Win Negotiation?

Love Alliances, Hate Negotiating?

Conflict Negotiation Training Classes: Psychological Dynamics

Ensure a Successful Outcome

Negotiation Class Tips for Grads - Aim High!

Secrets Of Successful Negotiations Training Class

Business Negotiation Workshops Tip - Using Metaphors

Questions During a Negotiation

Detecting Lies in Negotiations Workshop

The Anatomy of a Negotiation Workshop

Dealing with Conflict Styles

Business Negotiating Seminars For Professionals

Deceptive Negotiation Gambits and Counter Measures

How To Play Poker in Negotiation

How To Give Feedback After Negotiating

International Business Negotiation Training Seminar

How to Get to Yes Without Playing Games

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