Negotiation Skills Training Workshops

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

Sometimes negotiations training opportunities happen outside the conference room!

A week or so ago, my wife and I were browsing in a second-hand shop when we came across a beautiful pine corner unit that was perfect for our newly-restored living room.

Being cautious buyers, we decided to think it over and return in a few days' time.

When we did, we discovered that the unit had been reserved for someone else. We had lost the sale! And we now wanted it more than ever.

This is a tactic that is sometimes included in negotiations training and consciously developed by those who learn the skills of negotiation and motivation. As an example of how it's done, think of Inuit fur trappers, who would get the best price for their hides from their traders by downplaying the value of their hides, even to the extent of pretending that their furs were not worth looking at. Fearing that they wouldn't get them, the traders became more desperate to buy and so increased what they were prepared to offer.

A similar trick of reverse psychology is played by Tom Sawyer in Mark Twain's book of the same name. (Who knew negotiations training could come from a children's book?)

In the story, young Tom has been conscripted by his Aunt Polly to whitewash a 30-foot long, 9-foot high fence and, this being work and not play, he is not the least bit interested. Moreover, Tom hates the thought of being ridiculed by his friends.

So, he hits on a plan, and a fantastic negotiations training example is the result.

As each of the other boys passes by on this lovely summer morning, Tom pretends to be doing something important, that no other boy gets to do. He builds up the specialness and importance of his task so much that not a single boy can resist begging to have a go at it. And they're even willing to pay for the privilege.

Naturally, Tom leads them on so that (a) he reluctantly lets each boy have a go at the job, only, of course, on condition that they do it in the very special way that it's supposed to be done, and (b) extracts a good swap from each boy in the process.

Very soon, while Tom idles in the sun with his bounty of swaps, the long fence is painted by a procession of boys who can't wait to take on the new challenge and the new experience.

Mark Twain adds, "And Tom discovers, without knowing it, a great law of human action, namely that in order to make a man or boy covet a thing, it is only necessary to make it difficult to attain." There's your negotiations training lesson for the day.

I don't suppose I'll ever know if the "Reserved Sale" sign on our pine unit was a ploy or not. However, just a few days later, the shop called to say that the other sale had fallen through and we could now have it.

Naturally, like fur traders, and boys in the American South, we couldn't wait to snap it up.

Eric Garner: http://www.managetrainlearn.com/

Notes: Negotiations Training

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