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.
Article Name
Negotiations
Training
Ask and
Ye Shall Receive:
Questions
in a Negotiation
You've probably
heard Rudyard Kipling's famous quote on his "six serving men",
a phrase that underscores the importance of
asking
questions...
"I keep
six honest serving men
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who"
This sage piece
of advice has been in circulation for over a century and has helped
millions of people in all types of situations. Designed as a memorable
phrase, it stresses that through questions come knowledge. This
is certainly the case
during
negotiations. Questions are
powerful
tools that enable you to confirm assumptions, fill in areas
where
knowledge
is lacking and gain a better understanding of the other
party's
aspirations and concerns. They also help you guide a discussion
my asking questions that may lead a negotiation in one direction
or another.
Of course, if
the other party has done their homework or has a reasonable
amount of experience
negotiating
with others, they will also realize the importance of asking
questions. This is fine. It is up to you to determine how much information
you want to share in order to
move
a negotiation towards an outcome that will please both parties.
You want to be straightforward but at the same time need to remember
that some individuals will use information against you. Your experience
should teach you how much or how little to
communicate
to the other party in order to keep from
jeopardizing
or damaging your interests.
Prior to negotiating,
you should focus on what questions you are going to ask the other
party as part of
your
negotiation process. What questions are the most important to
you? Is there
information
that is absolutely essential for you to gather? What type of
information may the other party give you that will provide you a
better idea of what is at stake for them? In which ways can you
use questions to suggest
possible
concessions or ideas that may be of benefit to both parties?
When we say
to focus on questions, we don't want you to just think about them.
We believe you should write them down. Have your list of questions
prepared on a sheet of paper or in your laptop so that you can easily
access them. One person on your team may be a designated note-taker
while you are focused on
leading
the discussion. Determine roles
prior
to a negotiation in order to make this process as smooth as
possible and to gather the type of information that will help you.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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