Negotiations Skills Training

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 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 courses 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 courses please contact us.

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Negotiations Training

Staying on the Same Page:
Avoid Misunderstandings by Speaking the Same Language

Fans of the long-lived 1980s show Three's Company were used to seeing weekly misunderstandings that kept audiences in stitches for years. Whether nosy Mr. Furley was embroiled in a mix-up while eavesdropping or Chrissy heard the "wrong" conversation through the kitchen door, the situations often led to laughter and patched up relationships. It was a formula that seemed to work on just about every episode.

Misunderstandings also take place at the negotiation table. Yet, in the business world, they are rarely followed by laughter and "no hard feelings." Things don't get patched up in 30 minutes, just in time for the next sitcom. In fact, misunderstandings can lead to lost business deals, damaged relationships or worse.

The best way to deal misunderstandings is to avoid them. We teach people to take proactive steps to ensure that negotiations are clear so as to maximize success and ensure that they proceed smoothly. Listed below are some guidelines to help avoid misunderstandings at the negotiation table:

* When Language Is an Issue - Particularly during international negotiations, there are times when language truly is an issue. When negotiating with an international party, regardless of whether the negotiation is external or internal, proceed with caution to avoid misunderstandings. Don't rush the negotiation. Provide ample time to ensure that if language is an issue, any possible situations can be cleared up. Furthermore, in many cases, it makes sense to have an interpreter available. Don't skimp by finding the cheapest interpreter. It literally pays to ensure that the person you are using is reputable and can accurately communicate information to both you and the other party.

* Keep Your Language Clear - One of the easiest ways to derail a negotiation is to assume that the person you are speaking to understands technical jargon and other industry-specific language. Test your assumption. Before diving into acronyms, jargon and other non-standard language, make sure the other person is on the same page.

* Test Assumptions - It doesn't matter if your dealing with jargon or not, if you are making an assumption about the other party, test it to make sure it is valid. A mortgage banker, for example, should test whether a customer is looking for a 15 year loan or a 30 year loan before quoting a rate. While this is a simplified example, it helps illustrate that "killer" assumptions can lead to big problems down the road.

* Stay Away from Vague Language - Negotiations need to be as clear and precise as possible. Avoid using vague language like "as soon as possible" or "that should be fine". If you need something by the close of business on a specific day, say so. Also, as the Bible teaches, let your yes be yes and your no be no. Don't say, "I think so." Be firm and clear with the other party. Most people involved in negotiations appreciate clear and straightforward communication.

* Don't Talk in Circles - Just as vague language can lead to misunderstandings, so can long drawn-out discussions or the tendency to "beat around the bush." Choose your words wisely and use them sparingly. That is, don't do a "brain dump" during a negotiation. Provide the other party with clear and concise information. The most efficient communicators know to measure their words to be as effective as possible.

* Don't Be Afraid to Ask for Clarification - If the other party provides you information that is unclear, don't try to save face by glossing over the confusion and allowing the negotiation to continue. If something is unclear, stop the discussion and ask for clarification. Don't be afraid to look stupid. Failing to ask for clarification and then ending up with a bad outcome for your company will only make you look stupid in your colleagues' eyes.

For Negotiation Skills Seminar information please contact us.

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