Negotiation Skills Training Workshops
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 workshops 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 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 workshops please
contact us.
Negotiations
Training
What
to Avoid During Negotiations:
Roadblocks to Successful
Negotiating
Some people
have a hard time grasping the concept of
principled
negotiations. Reared in the so-called "school of knocks",
they see a negotiation as a battle rather than an opportunity to
collaborate
towards agreement. They focus on domination and look to conquer
rather than partner with
the
other party. It has been quite some time since this negotiation
style has fallen out of favor. Oddly, there are still many that
fall back into old habits and do what they can to make negotiations
an arduous and
stressful
process.
We don't believe
negotiations should be stressful. If handled in the right manner,
they can be very positive experiences that enable both parties,
regardless of their situation, to benefit tremendously. It is perfectly
reasonable for each party to be able to walk away from the negotiating
table and say, "you know, I think that went well. We gave them
a
fair deal and we got a pretty good deal, too." Many negotiations
end this way? Some don't. Why? It's because some people continue
to put up some of the following roadblocks that will
hinder
success and satisfaction:
Roadblock
#1 - Seeking to Dominate the Other Party
Some negotiators don't care about who or what gets hurt along the
way. They simply want to get the best deal while crushing their
"opponent".
In
a negotiation, you don't have to always have a winner and a
loser. It is possible for both parties to walk away from the table
as winners. The best approach is to approach the table with the
desire to find a
mutually
beneficial outcome.
Roadblock
#2 - Taking Things Personally
It's important to understand that a negotiation is all about business.
It is always wise to separate the people from those issues being
discussed. If the other party is upset about the way a negotiation
is proceeding, you need to remind yourself that the issue is not
you... it is the negotiation.
Keep
emotions away from the negotiating table. The best approach
is to keep an even-keeled temperament and to not get personally
wrapped up in a negotiation.
Roadblock
#3 - Pointing Fingers
One surefire way to
derail
a negotiation is to start pointing fingers when a negotiation
goes awry. No one like to get blame for a problem. Pointing fingers
puts the other party
on
the defensive and can turn a collaborative negotiator into an
adversarial negotiator. Avoid laying blame at someone's feet. You
may be just as guilty as they are.
Roadblock
#4 - Negotiating with Blinders
Many people are so focused on what they want and what they have
to have that they fail to look at the other party's situation. We've
all heard the saying about walking a mile in someone else's shoes.
It certainly applies to negotiations. Find out what is of
concern
to the other party and what might be at stake. Understanding
their motivations may
put
their actions into perspective.
Roadblock
#5 - Losing the Attitude Battle
Far too many people
approach
the negotiation table with a bad attitude. They may not like
the situation or the other person and are ready to duke it out.
Adjust your attitude. As mentioned before, negotiations should be
viewed as
opportunities,
not fights.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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