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
When
They Ask for a "Favor"
Neutralizing
Tactics: The Moral Appeal
We've seen many
a
dishonest
negotiator try to use
collaborative
negotiations to their advantage to get the most out of another
party. Knowing full well that the other party does not believe in
adversarial
negotiations and is looking to reach a "win-win",
they use an approach that appeals to one's moral senses... "Help
a fellow out, will you?" In a sense, their approach is as follows:
I am dealing
with someone who is
honest
and straightforward
They want to come up with a solution that both of us will see as
a win
I need to take advantage of their goodwill by appealing to
their
moral sense to get more
When truly used
as a tactic (and not a legitimate appeal for help), it's a sneaky
tactic. Some opt to use it as a way to take advantage of an
existing
relationship to
get
more out of a negotiation.
Charlene: "What
we put in place
offers
attractive pricing to have three T3 lines connected to your
offices in Downer's Grove, Springfield and Urbana. As you can see,
the numbers are what we discussed two weeks ago."
Helene: "Charlene,
you saw the quarterly numbers we posted earlier in the week. Our
management team
is taking a beating in the press since sales were not where they
needed to be. Can you help me out on the price? We're really in
a bind."
Here is where
questions once again help you get a better feel for why the other
party is making their request. Is Helene really going to be in trouble
if she
agrees
to the price that she had earlier agreed to? What would truly
happen? What are some of the reasons behind her request?
Explain to the
other party why you can't make
a
personal exception or detail the consequences of
agreeing
to their request. One way to defuse a moral appeal is to use
the same tactic in return.
Charlene: "If
there was something I could do, I would, but my boss already got
on my case for lowering the price for someone else who was
having
difficulties. We had earlier
agreed
to the price."
Or
Charlene: "I
just don't have any room to move on the price. If I drop it any
further, our margins are going to dip below where they need to be
and then we'll end up in a similar situation. I want to help you
and the best way we can enable you to keep your hard-earned money
is to provide you with a good price on bandwidth to make your team
more productive. That is where you will save money."
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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