Negotiation Skills Training Seminars
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 seminars. 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 seminars please
contact us.
Negotiations
Training
The
Time and Place:
Logistics of
a Negotiation
Professional
interrogators are masterminds at knowing how the layout or
"ground
rules" of an interrogation can influence the flow or
direction
of an interaction. Psychologists have known about this for years.
Certain factors will always play a role, positive or negative, in
determining how one party or another may act during a discussion.
In a way, negotiations are no different. Now, we're not talking
about an interrogation. Rest assured that the
negative
connotations that come with the thoughts of an interrogation
should not have anything to do with a negotiation. The purpose of
the illustration is to point out the following - if you have influence
in determining the logistics
of a negotiation, you have in your hands a very important and useful
strategic tool that
will work to your advantage in
a
negotiation. Let's look at some of these components to bring
this idea to life:
* The
Agenda - We've seen meetings of all types fall quickly into
disorder when the leader has failed to put in place an agenda. The
same goes for negotiations. Often, whoever puts in place the agenda
is the one who truly has control over the flow and direction of
a meeting. Prior to
your
negotiation, take the time to lay out an agenda that provides
the order in which you want particular issues to be discussed. You
may want to get some of the easy items out of the way to
build
positive goodwill while deferring tougher issues towards later
stages of a meeting. At the same time, there may be areas that you
feel the other side may be avoiding that are best handled early
so that negotiations don't stall out and waste everyone's time.
Consider how the order of your discussions will have the most
positive effect on your negotiation. If the other party mentions
that they are putting in place an agenda, as well, ask if the two
of you can work together to build a joint agenda. This will set
a
collaborative
tone as both parties work to put in place something that will
satisfy each side.
* The Location
- Whenever possible, do what you can to have a negotiation take
place at your own location. Just as football and baseball teams
benefit from the home-field advantage, so do
individuals
who are to negotiate in their offices? In many ways, this is solely
a psychological advantage. We do better in those places where we
feel the most comfortable. However, there are many times
when
negotiating in your office simply isn't an option. You may need
to fly out to another city
or might have to make sales calls at your clients' sites. This is
to be expected. During those times when a negotiation on your home
turf is not possible, you may want to steer the other party to negotiating
in a neutral site. At times, hotel conference centers, airports,
restaurants or even your neighborhood Starbuck's are all good locations.
* Seating -
Layouts can send various messages. The safest possible layout to
use is a round table as it provides a collaborative perception and
does not allow anyone to claim a "head of the table" position
to wield authority over others. When rectangular tables are the
only option, sit on a corner with one person on each side (as if
to a "T"). Teams may all want to sit on one side so as
to
share
information back and forth or interspersed with the other party
so as to strip and "us vs. them" connotations.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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