Negotiation Skills Training Workshops
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 workshops 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 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 workshops please
contact us.
Article Name
Negotiations
Training
Everyone's
Doing It:
Neutralizing Tactics:
Blanketing
This is one
of the oldest
tricks
in the book. You can imagine who likes to use it more than anyone
else. Can you guess? Children, of course! You know the story (and
the typical response). Just about every one of us has heard it as
both children and parents:
Child: "C'mon
mom. Why can't I get a cell phone? Everyone else in 6th grade is
getting one."
Parent: "If
everyone else was jumping off the Brooklyn bridge, would you?"
Child: "Awww,
moooom..."
Everyone's doing
it, right? Don't you want to be part of the in-crowd? Can't you
understand... it's just the only way things are done now! But...
is it really? That's
the
main issue.
Purchasing departments
love to use
this
tactic. It is a broad generalization that seems to imply a certain
level of legitimacy
to chip away and weaken the
other
party's position. In the business world, it takes on a different
form:
Seller: "What
we've put in place is a
reasonable
proposal that allows you to continue to purchase the software
at the original price."
Buyer: "Yeah...
I see what you're saying but I can't believe you're making us
commit
to purchasing so many copies. Every vendor that we've spoken
to has volume commitments that are half of what you're asking. We
can't agree to that amount."
To neutralize
this tactic, you need to
utilize
objective criteria to make a comparison. Is your buyer truly
comparing apples and oranges? If another vendor is proposing lower
volume requirements, are their payment terms the same? Are they
requiring other purchases? It helps to drill down into the specifics
of
competing
offerings.
After the buyer
has used Blanketing to knock down your volume requirement, you could
counter with some of the following questions:
Dig deeper into
what is considered
standard
operating procedure in your industry. It helps to know what
your
competition
is proposing in the marketplace. Some companies may offer cut-rate
prices but require a great deal of service or support after a sale.
Knowing "the big picture" will protect you when the other
party uses Blanketing.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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