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

Negotiating Fairly:
Practicing Principled Negotiations

It's a sad fact that there are many negotiators our there who are all too eager to take advantage of customers, suppliers - even their own co-workers - to get them most they can for themselves while sticking it to the other party. A lot of these people were reared in the "old school" of negotiations. They've come up through the ranks bullying and pushing around others, getting some great deals along the way while effectively ruining relationships. Without naming names, these tactics can be found more often than not in certain positions as well as in particular industries.

We believe this is the wrong approach to negotiating. Why? Simply put, it is a damaging approach and is very short-sighted. No company or professional can truly grown and thrive using this approach. Once someone makes enough people angry and steps on enough toes to fill a shoe store, no one will be willing to negotiate with them.

When we negotiate with others, we are dealing with individuals who are in many ways just like us. While personalities, likes and dislikes may differ, we are people with feelings, beliefs, values and a desire to succeed. No one like to be taken advantage of. To practice principled negotiations, you have to first decide to work with the other person to get to the heart of any negotiation. Is there a problem you are trying to resolve? Are there differences between the two organizations on an agreement or contract? Ultimately, the wise approach is to actively include the other party to pursue a negotiation as a problem-solving session, not a battle for spoils.

Next, it helps to work with the other party to understand each side's interests. Often, conflict in a negotiation arises from the deep-seated interests held by each party. Interests do not necessarily have to be conflicting but at times they are. One individual may want to get the highest price possible to make quota while another may be focused on the deepest discount to stay within a tight budget. Focus on understanding each others' interests and finding a way to cooperate in order to establish common ground.

One other key component of principled negotiations is the ability to think creatively and be flexible throughout the entire process. Creativity can lead to ideas, solutions and "fixes" that may resolve deadlocks or difficult situations. We believe the best approach is to walk into a negotiation with an open mind. While some standards must be set and certain items may be non-negotiable, allowing yourself to be open to ideas and working towards a common goal is preferable. The results are often of benefit to both parties.

Lastly, it helps to utilize objective criteria or standards to determine what is fair and what is not fair. Unlike the common practice of attorneys to roll out their own "legal expert" to try to rationalize their case, focus on using criteria upon which all parties can agree. These may be industry standards, published reports, studies, market conditions or other criteria. Focus on being fair and not overwhelming the other party just to get the upper edge.

Those who practice principled negotiations find that their discussions go more smoothly and often lead to stronger outcomes. Rather than slugging it out, they see discussions as opportunities to build relationships and help both parties. These people end up enjoying negotiating because they see the positive results.

For Negotiation Skills Seminar information please contact us.

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Negotiations Seminars
Win-Win Negotiations Seminar

Negotiating Contracts and Purchasing Agreements Workshop

Essential Negotiation Skills Course

Negotiations Skills:

Improve the Skills of your Negotiators and Improve your Bottom Line

Setting The Climate For Non-Confrontational Negotiations Training

Mesmerizing the Audience in Negotiations

Price Negotiations Are Dead - Long Live Price Negotiations

Handling Extortion Attempts in Negotiating

When You're Negotiating, Money Isn't As Important as You Think

Legal, Logical Moral And Emotional Barriers in Negotiation

Paint Pictures To Improve Your Negotiation Effectiveness

Negotiating With Extortionist Government Functionaries

Influencing for Results

How to Succeed When Working With Tactical Negotiators

What Makes A Good Negotiator?

How Time Pressure Affects The Outcome Of A Negotiation Workshop

Real Estate Negotiation Workshop - Buyer Beware

The Art Of Using Silence in a Negotiation

The Sales Negotiation Process

Logic Over Training: Settlement Negotiation Skills Training

Position the Other Side for Easy Acceptance

Give Both Players Part of the Win

Negotiation Skills Training Online

Multiparty Negotiations Training - Part 1

Multiparty Negotiations Training Courses

Why Silence is Golden in a Negotiation

The Power of 1% Negotiating

Tactics for Win-Lose Distributive Negotiation

Pre-Negotiation Strategy Check List (Part 1)

Pre-Negotiation Strategy Check List (Part 2)

Negotiating Skills Training Seminars for Success

Group Negotiations Skills Training

The First Moves in Global Negotiating Seminar

Using Clever Questions in Your Negotiations

Skills You Need To Know

What Every Negotiator Must Know Before Negotiating

Useful Tips from Business Negotiation Courses

What Is Win-Win Negotiation?

Love Alliances, Hate Negotiating?

Conflict Negotiation Training Classes: Psychological Dynamics

Ensure a Successful Outcome

Negotiation Class Tips for Grads - Aim High!

Secrets Of Successful Negotiations Training Class

Business Negotiation Workshops Tip - Using Metaphors

Questions During a Negotiation

Detecting Lies in Negotiations Workshop

The Anatomy of a Negotiation Workshop

Dealing with Conflict Styles

Business Negotiating Seminars For Professionals

Deceptive Negotiation Gambits and Counter Measures

How To Play Poker in Negotiation

How To Give Feedback After Negotiating

International Business Negotiation Training Seminar

How to Get to Yes Without Playing Games

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