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
The Art
of Making Concessions, Part II:
Tips
on Concessions
We've already
talked about the cardinal rule of giving and
asking
for concessions:
Never give a
concession unless you get one in return
Now that we
have made that point perfectly clear, it helps to understand some
other very important pointers on giving and asking for concessions.
To begin with, concessions normally come up at during the
bargaining
phase of the negotiation. If you plan on
opening
with the initial offer, you should keep two things in mind.
First, when you make the first offer, you show the other party
your
aspiration level. They will have a better idea of what you have
in mind. At the same time, by making the first offer, you may actually
influence the
other
party's aspiration. That is, if you start high (which is what
we recommend), you may actually lower the other party's aspiration.
The best approach is to
provide
criteria that back up the reasoning for your initial offer.
Don't pick an offer out of the blue - it needs to be supported by
reasonable data.
Once you find
yourself in a situation where you are looking at
different
alternatives with the other party, it helps to use
conditional
questions. These questions generally use "what if"
or "if/then" structures.
"If you
are able to have your crew start by 7:00 AM tomorrow, I can make
sure that
payment
is delivered by noon."
"What if
I were to provide an on-site engineer to help them team with the
base deployment... could you then have the project finished by the
31st?"
As you work
your way through the
bargaining
phase, remember some of these key guidelines:
* Never give
concessions first. Encourage the other party to make the
initial concessions during a negotiation.
* Provide concessions that are of low value to you but are perceived
as higher value to the other party.
* When forced to give a concession first, give in on a minor concession
in return for something else from the other party.
* One effective way to get a big concession is to offer several
small concessions.
* Make the other party
work
for their concessions. This will increase their perception of
value.
* Don't be too eager to give a concession. Do so slowly, even if
your eventual intent is to provide it.
* Don't allow your concession patterns to lower your aspiration
level. Stick to your aspirations as you bargain.
* If the other party refuses an offer, don't give in so easily.
Persistence
pays off.
One caveat -
yes, it's true. There may be times when you may have to give a concession
without giving one in return. These are rare cases. These should
be
unusual
exceptions as you should always fall back on the
cardinal
rule of concessions.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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