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
Starting
on the Right Foot:
Getting Things Started
We all know
the importance of a
good
first impression. What takes place in the first few minutes
that you meet someone plays a vital role in how that person will
perceive you from that point forward. If you could affect the way
someone might
perceive
your relationship, your meeting or some other transaction in
a positive
manner, wouldn't you want to do so? Of course! Anything we can
do to get a negotiation started on the right foot is a good idea.
That is why we believe there are two things you can do to provide
a positive first impression, even if the person with whom you are
negotiating has known you for months or even years.
Recapping
Common Ground
Making a
Statement of Objectives
When it comes
to getting things started on the right foot, you want to make sure
you begin by focusing on the positive. That is why managers have
known for years that when
providing
feedback to an employee, you always begin with the positive
information. The same goes for
a
negotiation. As you get started, it helps to detail that
common
ground that lies between both parties. It provides a collaborative
tone that shows the other party you are interested in working with
them to
achieve
an outcome that will satisfy both of you. Furthermore, having
a
clear understanding of common ground provides you with the knowledge
of what
concessions
to make to maintain common goals and goodwill.
Think about
how you can
start
a negotiation by reviewing common ground. Here is a sample statement:
Representative
for a Designer: "Dale, we've both been working on this licensing
agreement and we think our discussions are going very well. We both
agree on the fees involved a time period that is
amenable
to both of our clients. I believe the positive discussions we
have had so far will help us cut through the last details to determine
which designs to include in the last draft of the agreement."
When it comes
to stating your objectives, you are essentially laying out where
you would like a negotiation to go. This is a very straightforward
and open approach that, sadly, is all too often lacking from many
discussions. By making a statement of objectives, you are communicating
to the other party three items.
* Purpose
- What you believe the
purpose
of a negotiation to be. This should be a specific and realistic
portion of the statement. In some cases, you may want to point out
the areas where you are willing to negotiate and those areas that
are non-negotiable.
* Time Limits
- Are there time constraints involved?
* Rationale
- Miscommunications often occur when two parties don't understand
the reasons behind specific requests.
Stating
your rationale will help the other party get a better feel for
where you are coming from.
How could you
write a statement of objectives for your meeting? Here is a sample:
Construction
Company Representative: "What we would like to achieve is an
agreement to provide the construction services for the expansion
of state highway 285 within your eight month window. We believe
the
agreement should include provisions for the use of the two parcels
of land we discussed during the reconstruction in order to provide
safe and adequate storage for equipment and to establish an on-site
office."
Remember that
you have a choice as to how much information you want to share
with
the other party. No one is forcing you to show all your cards.
Determine what information will
help
negotiations get started the right way without giving the other
party too much information that they can use against you.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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