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
Tools
You Can Use:
Planning Worksheets
for your Negotiations
We spend quite
a bit of time talking about the
importance
of planning. To us, the planning phase is quite possibly the
most important phase of a negotiation. Why?
An
entire negotiation can stand or fall based on what takes place
before two parties even sit down at the negotiating table. Just
as a field marshal would not lead his troops into battle without
a plan or a basketball coach would not take on a rival without a
scouting report, negotiators should never enter into a discussion
without
taking
time to prepare.
One of the best
ways to prepare is to
gather
the information we have discussed in our other topics on preparation.
What better way to do this than to build a planning worksheet? Now,
each person or team has his or her own preferences on how a planning
worksheet should flow. That's great. We believe that for the worksheet
to be effective, it must
appeal
to the person who will be using it. What we believe you should
do is ensure that your
planning
worksheet includes some
key
information for you to gather. The format can change from company
to company or team to team but the basics should stay the same.
Here are some of the areas to lay out in your planning worksheet.
The Business
Situation
* What outside
factors are currently affecting the other party or their industry?
* How is the other party structured? (Decision-making, corporate
structure, reporting, etc.)
* What are the other
party's
strengths?
* What are the other party's weaknesses?
* What are your strengths?
* What are your weaknesses?
The Personal
Situation
* What is your
previous experience working with the other party?
* Do you know how they make decisions?
* Are they prone to
using
tactics?
* What tactics might they use?
* What is their personality like?
* What is their primary
negotiation
style? (Adversarial, Competitive, Consultative, Reflective?)
* What is their work style?
Strategies
* What is your
Wish? What might the other party's Wish be?
* What is your Aspiration? What might the other party's Aspiration
be?
* What is your Bottom Line? What might the other party's Bottom
Line be?
*
What is
your BATNA? What might the other party's BATNA be?
* What is your WATNA? What might the other party's WATNA be?
* What are possible interests? Where might they be common, opposing
or differing (but not in conflict)?
* What are possible issues?
* What are
possible positions?
Other key
information
* What are some
possible
concessions you might make?
* Do you have a statement of objectives?
* Have you determined what common ground there is between the two
of you?
* What are some questions you want to address?
* What other important information do you need?
We recommend
you take these questions
and build a planning worksheet or even a spreadsheet to gather the
information. Leave yourself plenty of space to write or type in
the information you need. In some areas, you may want to use columns
to compare areas such as your Wish, Aspiration and Bottom Line.
Build something that works well for you and that will be used time
and time again during future internal or
external
negotiations.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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