Negotiation Training

Our public Negotiation seminars and in house Negotiations workshops are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment classes. We do offer negotiation skills training seminars to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations workshops. 

Participants in the Win- Win Negotiations class will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

Let me provide you an example that illustrates a powerful negotiations tool — Legitimacy.

Consider a standard lease agreement for rental property. Most people don't bother to read a standard lease before signing. They feel somewhat helpless in front of all that fine print. Standard terms and conditions exert a power of their own. I call this "the power of legitimacy."

When you sign the lease, you have probably agreed:

1. To let the landlord visit you anytime without notice.

2. To pay the rent even if the landlord doesn't keep his or her promises.

3. That the landlord can reject any prospective sublease tenant you find for whatever reason he or she wishes.

4. That if you have a claim for injury, you waive your right to collect from the landlord to the extent the law allows.

5. To pay the landlord his or her legal costs if he or she sues you, but if you bring suit, he or she pays none of yours.

Why in the world would anybody sign something like this with no negotiations? People do it every day. These standard terms are so ingrained in our landlord-tenant relations that one feels powerless to change them. They shift the balance of power to the landlord without even the dignity of a negotiation.

That's the way the power of legitimacy works. It hypnotizes you into compliance without negotiations.

Both buyers and sellers use this technique to legitimatize terms and conditions, selling price, specifications, and more. The next time you are asked to accept the terms on the fine print of the contract, to follow a regulation or procedure, pay a listed price for extras, give additional credit terms, pay extra for a service contract, pay a surcharge or penalties, or give required discounts, watch out. These things are more negotiable than they appear to be.

More Negotiations Training Articles