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- Upcoming Negotiation Seminars
- Contract Negotiation
- Win-Win Negotiations
- Sales Negotiations
- Handling Negotiations Obstacles
- Negotiating Skills For Purchasing
- Electronic Negotiation
- Negotiating With Limited Authority
- Negotiating To Resolve Conflict
- Managing Negotiation Value Creation
- Negotiating With Your Project Team
- Logistics Negotiation
- Negotiation Training Testimonials
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- 3 Keys For Planning a Successful Negotiation
- Discover the Salary Negotiation Secret That the Employers Don't Want You to Know About
- Negotiators Say the Strangest Things
- Negotiation Training Secrets That Negotiators Won't Tell You
- Successfully Using 'Inside Information'
- How to Negotiate Confidently in a Recession
- Michigan Legal Custody - Negotiating Strategies
- Achieving Your Business Goals Through Successful Negotiation
- Planning is a Source of Power in Negotiations
- Playing the Reluctant Seller
- Do Happy Negotiators Make Better Negotiators?
- The Psychology of Negotiation
- Does Anger Affect Your Negotiating?
- Negotiating Deficiency After a Foreclosure
- The Four Important Elements in Negotiations Training Course
- Playing the Reluctant Buyer
- Tips on Negotiating to Save Money
- Better Negotiation through Proper Communication
- Car Negotiating - The Four Square - Why Dealerships Use it And How It's Designed To Confuse You
- Verbal Judo - Master Negotiations and Become a Black Belt
- Negotiation Training Classes for Non-Confrontational Negotiation
- Ten Commandments of Negotiating For Incentives
- Using “What-If” and “Would-You-Consider
- Learning to Say "No"
- How To Be A Strong Negotiator
- During Negotiation
- Principles to Make You a Smarter Negotiator
- What Does Win-Win Negotiation Mean?
- Does Skepticism Pay Off in Negotiations?
- Business Negotiation Training Class Concepts
- Negotiation and Conflict Management Online
- Negotiation Tips
- Complex Negotiations Training Workshops
- Get the Most From Your Negotiating Team
- 15 Rules Every Negotiator Must Know
- The Uphill Battle of Business Negotiation
- Salary, Raises, & Perks: Negotiate to Get Paid What You're Worth
- Divorce - Negotiating Agreement - Ten Steps
- Always Ask for More
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Have More Fun and
Achieve Better
Outcomes in
Negotiation
Negotiations Training Tips:
Negotiation Skills Training Courses
Our public Negotiation courses and in house Negotiations courses are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment courses. We do offer negotiation skills training courses to the general public.
Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations courses.
Participants in the Win- Win Negotiations course 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
No Authority & Full Authority Sales Negotiations
Sales professionals really don't like to enter into
a negotiation naked. When you don't have any authority to make concessions, you
basically feel pretty naked. Likewise, if you have full authority, then you've
got a whole other set of problems.
Back to the poor sales negotiator who has no authority. Hold on a minute, they actually do have a lot of authority in a sales negotiation. Here's what they have:
- the authority to collect information and represent the other side of the table back within his organization.
- the authority to attempt to create a "both win" type of negotiation.
- the authority to establish both support and commitment with the other side of the table.
- the authority to deal with different members of his organization in the role of a specialist.
- the authority to try to reach a deal on a personal level.
During a sales negotiation, the sales professional is really only prevented from giving in to any of the other side's demands. Since he / she still has the ability to negotiate, it's worth the effort because there is the possibility that the other side will make concessions and a deal can be struck, or at least valuable information about the other side will be collected for a future sales negotiation.
If you've ever been in a no authority sales negotiation situation, then you've probably dreamed of having the ability of being in a sales negotiation where you had full authority. Careful what you wish for - this isn't all that it's cracked up to be.
The reason that full authority in a sales negotiation is not necessarily what you either want or need is because the name is actually misleading. Full authority simply means that whatever you agree to is what your side of the table will end up having to do. This can lead to disaster. Here are some reasons why you might not want to have full authority when you enter a sales negotiation:
- Both sides of the table may not have equal authority.
- Both sides of the table may differ in stamina or physical qualities.
- Either side may not be properly prepared.
- Either side may be role playing.
- A side may be more secure than the other.
- A side may be busier than the other.
- A side might be more wealthy than the other.
- A side might be more emotionally involved than the other.
- Either side may have better support staff.
Should you find yourself in a sales negotiation with full authority, all is not lost. There are several ways that you can get out of this predicament. Here are a couple of suggestions:
- Say that you are not familiar with how things operate.
- Indicate that you will need to check with the board of directors.
- State that there is a legal problem.
- State that you need to check with a government agency.
- Say that this may involve anti-trust issues.
- Indicate that this deal actually depends on another deal that is currently being negotiated separately.
- State that you have to tell your coworker / partner.
If none of these "escape" techniques work for you, you can always fall back on the old reliable - "I don't know". You may feel foolish for saying it, but at least you won't end up negotiating a bad deal. Dr. Jim Anderson http://www.TheAccidentalNegotiator.com