Negotiation Skills Training Classes

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

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

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

Knowing how to negotiate is a big part of doing business in construction and real estate. Overall performance can often be attributed to outcomes resulting from these types of agreements. Begin able to negotiate becomes even more important in down economies when margins become tighter and everyone wants a deal. For me personally, collaboration has worked much better then confrontation. Here are few tips to follow when you negotiate:

Do your homework before you negotiate. Knowledge instills confidence. Lack of knowledge instills fright. The Internet makes it pretty easy these days to conduct research on just about anything. Take the time to research the products or services you'll be discussing and improve your chances of getting the results you want when you negotiate.

Seek alternatives as you prepare to negotiate. Having choices to fall back on is critical and avoids dumb decisions made out of desperation. The alternatives may not be the preferred choice, but having the option provides leverage and improves your position when you negotiate.

Empathy. Negotiating is a process of communication. Good communicators are often good negotiators. Listening and understanding the goals and objectives of the other party improves your chances of coming to an agreement that will work for you and the other party. You don't have to agree with the other parties' agenda, but understanding it might help identify areas of collaboration as you negotiate.

Establish boundaries. The only thing worse than not having enough work is having work that loses money. This may sound like common sense, but there are plenty of documented cases where companies will lose money simply to win new business. Do this enough times and see your business go away. Know your profit points and don't accept deals that lose money.

Don't be afraid to walk away when you negotiate. Bad deals often result out of desperation and emotion. It's important to understand that coming to agreement in all cases is not usually a good thing. There are almost always viable alternatives that can be found and good negotiators understand that part of the process includes exercising restraint even if it means walking away.

Keep your emotions under control. Sometimes people will make requests that are perceived as unreasonable. When this happens, it's important to keep emotions under control and not take the process personally. People who can control their emotions in the process understand that they have the power to say "no" when unreasonable requests are made, but keeping calm also allows good negotiators to listen and understand the other parties' objectives and perhaps identify options that will work for both sides as they continue to negotiate.

Two books that I highly recommend for construction and real estate executives seeking more information on the art of negotiation are, The Secrets of Power Negotiating by Roger Dawson, and, Getting to Yes, by Roger Fisher, William Ury, and Bruce Patton.

Source: John Kreiss http://www.sullivankreiss.com

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