Negotiation Skills Training Courses
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 courses 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 courses. 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.
Negotiations
Training
The Negotiation
Process:
Five Phases of
a Negotiation
Every negotiation
has five distinct phases. These phases range from those activities
that take place before one sets foot at the
negotiating
table through to those last moments when one determines if a
negotiation
was a success or a failure. These five phases are as follows:
Phase One:
Preparation
Phase Two:
Discussion
Phase Three:
Proposal
Phase Four:
Bargain
Phase Five:
Evaluation
Depending on
the negotiation that is taking place, each of these five phases
may be more or less distinct than others. In complex
business
negotiations, one is more likely to spend a great deal of time
on each phase. In less
complex
negotiations, the distinction between the
Proposal
and Bargain phases may be somewhat blurred. Either way, novice
and seasoned negotiators should understand each phase.
Phase One:
Preparation - We have already talked about items such as your
Wish,
Aspiration and Bottom line and the BATNA and WATNA. This is
the phase when that information is formulated. There are countless
questions you need to ask yourself when preparing for a negotiation.
A few examples include:
* What are
my
objectives?
* What do I define as agreement?
* Are there any conflicts or issues among my team that need to be
ironed out before negotiating?
* What are
my
strengths and weaknesses? What are the other party's strengths
and weaknesses?
* Do we have any mutual areas of interest?
* What can I concede? What items are non-negotiable? What can the
other party concede?
* Which concessions can I make first?
Phase Two:
Discussion - During this phase, you lay the groundwork for your
discussions and how your meetings will flow. Besides, making an
opening statement, it is at this point where you should confirm
the reasons for your meeting, identify
common
problems and issues, establish ground rules and accepted procedures
and verify areas to be negotiated. At this point, your just getting
warmed up and making sure that each party is essentially on the
same page.
Phase Three:
Proposal - During the proposal stage, each side is starting to lay
out their possible positions. Often, "trial balloons"
are used to feel out the other party's willingness to
negotiate
particular areas or items. Options are just starting to be thrown
out and considered.
Phase Four:
Bargain - One could consider this the "meat" of the negotiation.
It is the phase when the true negotiating takes place and various
options are discussed, negotiated and worked out.
Concessions
are made and the parties work together to come up with
a
negotiated agreement. This, along with the preparation phase,
is often the most protracted phase in a negotiation. Specific areas
to watch for during the Bargain phase include:
* Focus on a
mutual agreement that creates a true win-win for both sides. Flexibility
and willingness to consider all options is key
* Watch for dishonest
tactics
and techniques designed to give the other party an unfair advantage
* Don't be afraid to ask for a time out when necessary. At times,
either party may want to regroup, consider a proposal or step away
from conflict or pressure.
* Look for ways to provide items of high value to the other party
that are "inexpensive" for your team
* Ensure that all agreements are formalized on paper. Contracts,
statements of work or letters of intent are preferred.
Phase Five:
Evaluate
- The ink is barely dry on the contract but the negotiation is essentially
over. How did your side do? Did you achieve your goals? What did
you learn from
your
negotiation? What can you use in future negotiations with this
party or other parties? A bit of introspection can lead to a great
deal of valuable lessons.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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