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
Seven
Sins of Negotiations:
Seven
Dangerous Negotiation Mistakes
Throughout our
workshops and on our web pages, we spend a great deal of time talking
about the most important "DOs" of negotiating. These are
the
key
concepts and time-tested techniques that should be followed
when negotiating. We focus on areas such as the importance of understanding
your
desired
outcome prior to negotiating as well as
important
principles like
not
giving a concession to the other party without first asking
for a concession in return. One can't overemphasize the importance
of these concepts.
While one must
focus on positives, it is equally important not to overlook the
negative
aspects
of negotiations. That is, there are a whole host of "DONTs"
that all of us need to be aware of to be at our best when negotiating.
These mistakes occur all the time. In some cases, they happen by
accident... and they happen to the best of us. At other times, some
people make these mistakes "on purpose". They ignore conventional
wisdom and sage advice and choose to negotiate in a manner that
is not effective
or, at times, downright unethical.
Listed below
are seven
negotiating
mistakes that we should avoid at all costs in order to be successful
negotiators:
Mistake
#1 - Overlooking Conflict - Conflict can pop up in just
about any negotiation. Often, it is due to miscommunication. At
other times, it can result from wide differences in the
interests
of each party. No matter the reason, ignoring the conflict won't
make it go away. When
faced
with conflict, work with the other party in a collaborative
manner to resolve it. Leaving it unresolved may lead to a lesser
outcome or failure to reach agreement.
Mistake #2
- Making Concessions Liberally - How many times can we stress
this important fact? One should never make a concession without
asking for a concession
in return. If the other party wants you to budge on a particular
item, you should ask for something in kind. "If you were to
provide us with X, then I'm sure we could meet your request to provide
Y."
Mistake #3
- Flying Off the Handle - One should
never
lose their temper during a negotiation... at least not in front
of the other party. If anger is getting the best of you, ask for
a time-out to regroup and gather your thoughts. Allowing anger to
control you will hinder your ability to reach
a
negotiated agreement.
Mistake #4
- Failing to Allocate Enough Time - Whether you are insisting
that the other party make decisions faster or are personally facing
a time crunch, not
setting
aside enough time can prove deadly. You run the risk of accepting
a lesser deal for the sake of saving time or poisoning negotiations
by being too forceful on the other party.
Mistake #5
- Seeking to Dominate - There is no room for domination or intimidation
in the win-win negotiation
process. If you are truly focused on seeking to reach the best
outcome for both parties, you must maintain a collaborative outlook.
If your modus operandi is domination, you may just win this negotiation
but chances are that in the future you won't even be allowed to
set foot in the door.
Mistake #6
- Excessive Arguing - What's that old saying about trapping
flies with honey? If you have a difference of opinion with the other
party, arguing won't get you any closer to a resolution. Seek to
influence by
stating your
case and helping the other side see your position. Arguing will
only cause the other party to dig their heels in deeper.
Mistake #7
- "Loose Lips Sink Ships" - Those who talk too much
at
the
negotiation table not only fail to truly "hear" the
other party, they are also more apt to reveal sensitive or important
situation. As they say, be quick to listen and slow to speak.
Make
your words count. Providing too much information may give the
other party the information they need to dominate you in a negotiation.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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