Negotiation Skills Training Seminars

Our public Negotiation Seminars and in house Negotiations Seminars are enlightening, educational, measurable and fun. Negotiation training seminars can be scheduled at your offices or through our open enrollment seminars. 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 negotiation seminars. 

Participants in the Win- Win Negotiations seminar 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

What exactly are we trying to accomplish by proving to others that we’re right? We might win the argument or the business negotiation, but ultimately lose the relationship. Perhaps a better, deeper-rooted question is this: Why do we lose sight of success, of our big objective, when we feel challenged or intimidated?

When I prepare for business negotiation, provide a service, or turn my employees’ talent into performance, I know deep down that if I make people feel valuable they will see my input as having value. But in that moment when they are just hands-down, across-the-board dead wrong, I sometimes can’t stop myself from letting them know how incredibly wrong they are. When that happens, my ability to influence them vaporizes on the spot, and I’m left dealing with the response I created by "making them wrong."

I think this is the most consistently counterproductive thing we do in business negotiation and, I suspect, in our personal lives too. It may be the foundation of communication breakdown. Maybe this behavior is so prevalent because it’s part of human nature. Could we be natural born jerks? (Jerkdom – nature or nurture?) If so, how do we overcome the urge to prove our point at the expense of our business or relationship?

We studied thousands of top negotiators and saw a common behavior among them: the practice of not making people wrong. We decided to find out how they did it.

We discovered that these business negotiation experts lowered their expectations of other people’s behavior before meeting with them face to face. It seemed to reduce the tendency to overreact in the heat of the moment during business negotiation. Also, they walked in the door with an agenda of not making the other person wrong and of looking for areas where the other person’s knowledge was strong. So when that moment came – when other people made their limited knowledge obvious – they were not so ready to pounce.

This approach may sound a bit condescending to some, but it sure beats dealing with business negotiation breakdowns and communication issues you create for yourself by having to prove you’re the smartest person in the room. It allows you to be right without making others feel wrong.

Garrison Wynn: http://www.wynnsolutions.com

Notes: Negotiation Skills

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