Negotiations Skills Training
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 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 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
Flip
Flopping Negotiators
Neutralizing Tactics:
Reversal
Some people
just can't seem to make up their minds. They agree to one item one
day and then apparently change their mind as soon as the wind blows.
Others are all too sure what they want to
get
out of a negotiation. They simply enjoy setting up
the
other party by pretending to agree to one term and then dropping
the anvil on them just as a
negotiation
is starting to wrap up. These people know how to ruffle feathers.
Wayne: "Well,
it looks like we could wait for the 15th to receive the shipment
but we won't be able to pay the price that we had decided. I can't
agree to both."
Doug: "I
don't understand...
the
shipping date was never an issue. Why is the price now an issue
if we never
discussed
shipping dates as being a priority?"
If this isn't
one of the most
frustrating
negotiating tactics, then we don't know what is. Many a negotiator
has found themselves wanting to put their head through a wall when
the other party won't stick to their original agreement. Just when
they thought everything was settled, the other party flip-flops
their original position.
To deal with
this situation and
neutralize
this tactic, you have to determine whether the other party is
just trying to pull a fast one on you or is serious in their reversal.
It very well could be that certain factors or
changed
circumstances have led them to reverse the original agreement.
Focus on questioning
the other side to uncover their rationale. If it is a true issue,
understand how you can work with them to hammer out a new deal that
both of you will decide is worthwhile.
You should also
expend some effort determining if they will back off of their reversal
and follow-through with
their
agreement. If they won't budge from their reversal, ask for
a concession. Given that they suddenly want you to make a concessions,
you should ask for one in return.
Wayne: "Well,
the shipping is an issue. What can you do about the price?"
Doug: "Can
you help me understand why the shipping is an issue for your company?
If it is such a concern, maybe we can restructure the entire deal
but I would need the order size to change accordingly."
At this point,
some negotiators will realize that you're not
willing
to roll over to get
their business. Given that they were using a dishonest tactic,
they may very well decide to play ball. Others will have legitimate
issues that need to be addressed. In those cases,
work
diligently with the other party. Somewhere, somehow, you'll
be able to
find
a solution that will work out for both of you. If you're
dealing
with an honest individual who is truly in a bind, you'll build
"brownie points" and strengthen your relationship. This
will pay off in the long-term.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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