Negotiation Skills Training Classes
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 classes 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 classes. 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 classes please
contact us.
Negotiations
Training
Dealing
with Compromising Personalities
Negotiation Personalities: Reflective
We've all had
to deal with those individuals who are
calculated
and methodical in just about everything they do. They appreciate
accuracy and thoroughness and want to make sure all factors are
properly weighed before
making
a decision or taking action. You have to hand it to these individuals
- they are definitely thorough. When it comes to negotiating, they
can be very frustrating, particularly for those of us who don't
share their
negotiation style.
Think about
where you run across these types? Some of the logical answers include
accounting, financial and scientific fields. Let's face it... they're
perfect for these roles. They prefer to deal with black and white
- not varying shades of gray. When it comes to putting in place
your company's financial statement, you definitely want these people
on the job. Yet,
in
a negotiation, they are often in over their head. In fact, studies
show that these people are the least effective negotiators, often
getting what them want only 4% of the time. We call these people
Reflective negotiators because of their reflective style. Reflective
negotiators tend to:
Some DOs and
DONTs of dealing with a reflective negotiator include:
DON'T...
- propose risky
or unproven ideas
- offer too
many surprises
- act inconsistently
or make too many changes
- fail to be
prepared
- be disorganized
- apply too
much pressure to make a decision
- "sell"
them on innovation or cutting edge ideas
DO...
In general,
these are not the people you want representing your team in a negotiation
since their level of success is the lowest of all
negotiation
styles. They are good team members to include in a negotiation
as they can provide a great deal of research and organization that
other team members may not have. While good contributors, they do
not make
good
negotiation leaders. When facing such a person
in
a negotiation, they should be handled carefully as they are
also big on relationships. While it is unwise to place too much
pressure on a decision, don't fall into the trap of letting them
dictate the pace. If deadlines are an issue, you could be in trouble.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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