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
Knowing
Where You Stand:
Establishing Desired
Outcomes Prior to Negotiating
Imagine setting
out on a boat to explore the Amazon River basin. As you
prepare
to set out, you ponder on the sprawling network of smaller rivers,
tributaries, lakes and swamps. In some desolate areas, tribes who
have never set eyes on outsiders may react in a hostile manner.
In other areas, venomous snakes, crocodiles, piranhas and other
dangers lay in wait, looking for their next meal. You wouldn't dare
leave without
having a
plan or knowing where to go. You would be foolish and putting
your life on the line. Surely, you would have a hard time finding
volunteers to tag along your
dangerous
(and potentially one-way) mission.
A negotiation
is no different. Each negotiation is rife with dangers. "Savages"
who are out to bludgeon you with unfair terms and conditions, "snakes"
who will be glad to double-cross you when presented with the opportunity
and other pitfalls lay in wait for
unprepared
negotiators. Ironically, while 99.9% of us wouldn't dare set
foot in the Amazon River basin with the proper preparation, many
of us walk into negotiations without a clue as to where to go and
what outcome
to purse. Need we say how foolish this can be?
That's why we
believe one of the traits of an
effective
negotiator is the ability to prepare prior to a discussion and
understand what one wants to accomplish before even starting. It
is crucial to know to establish the following:
* Your Wish
*
Your
Aspiration
* Your
Bottom
Line
You may have
heard these terms. The concept of a Wish, Aspiration and Bottom
Line is quite simply yet many fail to grasp it. Simply put, you
need to know
* Your best
case scenario... your Wish
* What you expect your outcome to be... your Aspiration
* The absolute least you are willing to accept... your Bottom Line
If you could
design the
perfect outcome,
that would be your wish. The price, terms and conditions would be
exactly what you desired. Yet, you realize that these
perfect
situations are rare so you have a general understanding what
you can reasonably expect in
a
negotiation. This is your aspiration. Aspirations should be
set high so as to not leave money on the table. If you fail to set
your aspirations at a reasonable level, you will have
less
room to negotiate with the other party. By setting a high enough
aspiration, you also run the possibility of lower the other party's
aspiration. At the same time, having a bottom line gives you a standard
that says, "I will go as far as X. If the other party wants
me to go further than that, I will walk away".
Not only is
it important to determine your Wish, Aspiration and Bottom Line,
you should never walk into a negotiation without having those three
items written down. Why? If you can't
see
your target, you don't know what to aim for. This is similar
to what we teach about goals. You can reach a goal if you can't
see it. Write down your Wish, Aspiration and Bottom Line so as to
keep yourself from wandering too far "into the jungle"
and
giving too
much away.
An example of
a Wish, Aspiration and Bottom Line:
Wish - I want
to buy the house for $250,000.00 and have the seller fix the foundation,
replace the water heater and pay for all the closing costs.
Aspiration -
I want to buy the house for $260,000.00 and have the seller fix
the foundation.
Bottom Line
- I want to buy the house for $260,000.00 and pay for the foundation
repair out of my own pocket. Anything more and I walk.
Know
where you stand. Establish a Wish, Aspiration and Bottom Line.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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