Negotiation Skills Training Classes
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 classes 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 classes. 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 classes please
contact us.
Negotiations
Training
Know
Thyself:
Self-Awareness
in a Negotiation
We spend a lot
of time talking about the importance of
preparation
for any negotiation. Much of this time is spent focusing on
some
critical
components. These include, but are not limited to:
One area that
should not be overlooked is the importance of spending time understanding
the ability to be aware of those inherent advantages and
positions
of power one might have in a negotiation. What do we mean by
this? Simply put, the more someone knows about themselves,
the
greater advantage they face in a negotiation. It is not enough
to know about the other party. It is critical to understand as much
as you can about yourself.
How is your
company faring in the marketplace? What are others saying about
you in the press? Does your company have a deserved or undeserved
reputation? Are you facing any
specific
challenges that may affect your ability to
negotiate
effectively? These are but a few of the questions you need to
ask yourself before you sit down at the negotiation table.
As a buyer in
a negotiation, do you know what your options are in regards to purchasing
a specific product or service? It might be that the people
you
are negotiating with may be able to provide you the best price
on the highest quality product. At the same time, you might want
to consider if your company has the capabilities to go through a
more extensive RFP process. Are you forced to sole-source for a
specific part or can you work through
various
suppliers to meet your organization's needs?
As a seller
in a negotiation, do you have the leeway to modify pricing or terms
in order to build a
long-term
relationship? Are you in a position to offer
new
concessions or pricing structures? It might be that you're more
concerned with nailing a quick sale and moving on to the next company.
While not wise, this might be part of your sales model. You might
be focused on landing a
new
account or you may be looking to
increase the amount of business you do with a company.
What you have
to know is the entire situation you are facing. Those who take the
time to prepare often focus on the other party without taking a
moment to take a look in the mirror. Understanding your own strengths,
situations, shortcomings and areas of concern will have a profound
effect on your ability to
negotiate
more effectively with external parties.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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