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

 

The highest amount of money is generated during business negotiations. But the fact is that such negotiations can be quite challenging and you need the skill to see them through. The art of negotiation does not just extend to business transactions, but is a skill you need to learn in your everyday life.

So what are the steps that can help you to start off from a powerful position and clinch the best deal for yourself?

1. Know the person you are negotiating with:

It's useful to have some background information about the person (or company) you will be negotiating with. You could look into the style of negotiation the person uses and what his or her stand in the negotiation will be. If you have access to what the person will bring to the table and what expectations are present, the better. What is he or she seeking to achieve and to what level is there a possibility of concession? Henry Kissinger was once asked if he already knew what the Soviets would propose at an upcoming summit meeting. He said, "Oh, absolutely-no question about it. It would be absolutely disastrous for us to go into a negotiation not knowing in advance what the other side was going to propose."

2. Have a clear goal:

Make sure you know exactly what your goal is and what is the least you will accept from the negotiation. But be willing to compromise and decide on your absolute bottom line. What is the least offer that you would be willing to accept? How much will you be ready to compromise?

3. Set the right tone:

Start off the meeting by referring to the points of congruence and agreement between the two parties. Try to be approachable and reasonable because people will give concessions to those they like so it is important that you do not come out as confrontational. Be confident in your approach without being arrogant. You have as much power as you believe you have.

Give a reason why you are meeting and the agreement both of you would like to reach. E.g.

'We are meeting today because we both understand the importance of cooperating and coming to an agreement on the issue of....... '

4. Get the Other Side to Commit First:

Try to get the other side to state their position before you offer yours because:

Their first offer may be much better than you expected.

It gives you information about them before you have to tell them anything.

It enables you to bracket their proposal so if you end up splitting the difference, you'll get what you want.

If it's used on you, respond with the Counter Gambit, "Exactly how much better than that do I have to do?" This will pin the other person down to a specific.

5. Ask for more than you expect:

One of the cardinal rules of Negotiating from a powerful position is to ask the other side for more than you expect to get. Henry Kissinger went so far as to say, "Effectiveness at the conference table depends upon overstating one's demands." The reasons for this are that:

You might just what you want even if you think your request is audacious.

It gives you some negotiating room because you have space to compromise.

It raises the perceived value of what you're offering.

It creates a climate in which the other side feels that he or she won if you concede down.

Be clear as to what you want to achieve but give space for a win-win situation.

After you state your offer do what's called in sales the 'Silent Close'. Just SHUT UP and be silent. Don't talk before the other person even if the silence gets uncomfortable. It is said that the one who talks first after an offer will have to concede. So remain calm and sure of your request but open for concessions.

6. Act Dumb:

Sometimes acting dumb or as if you do not hold the authority or knowledge to close the deal can work in your way. You can use these options:

Defer a decision with the excuse that you will be checking with a Higher Authority (a committee or a supervisor). In this situation you can play the Good guy/Bad guy with you being the good guy trying to take the offer of the person you are negotiating with to the committee or your 'supervisor' (the bad guy who might shoot down the proposal of the person you are negotiating with). This will put more pressure on the other person to mellow his or her position.

Asking for time to let legal or technical experts review the proposal.

Asking for additional concessions.

Playing the part as if you are not as knowledgeable about the situation as you really are and that you need help from the other side to gain clarity.

By acting 'dumb' you can diffuse that competitive spirit and open the door to win-win solutions.

7. Address problems not personalities:

Always concentrate on the issues and do not be distracted by the actions of the other negotiator. Be aware of any power tactics the other person may use and keep focused on the issues on the table, not the drama or techniques the other person may be using to create leverage. Be rational and focus on solving problem in a rational and calm way without losing your cool.

Secretary of State Warren Christopher said, "It's okay to get upset when you're negotiating, as long as you're in control, and you're doing it as a specific negotiating tactic." It's when you're upset and out of control that you always lose.

8. When you concede ask for reciprocation

If you make a concession to the other side during the negotiation you should ask for a reciprocal concession right away. The favor that you did the other side loses value very quickly and you must immediately request something in return immediately. If they know that every time they ask you for something, you're going to ask for something in return, this will stop them from constantly coming back for more.

9. Don't let the other side know you have a deadline:

The time you have available to negotiate is important so if you have a deadline, don't let the other side know. If the person on the other side feels that you are pressed for time this will work against you. The Pareto principle states that 80 % of resolutions in negotiations come in the last 20% of time you have allocated for negotiations. You should show that you are willing to walk away from the deal without an agreement, but at the same time show a positive attitude that you are open to close the deal in a win-win fashion. Remember that the one with the most options has the most power in negotiations and can wait it out. List all options of both sides. The one with the least options has the least power. The more you keep people in negotiations the more chance you can get concessions. A Fundamental point to keep in mind is to take a decision based on the reality of the moment and the initial goals you had before starting the negotiations. It could be that as negotiations drag on you become tired and you start conceding and forgetting what your initial goals were. And remember that most deals are made at the last moment so learn to pace yourself.

10. Don't say yes right away

Don't show you are happy with the offer of the other side even if you achieve your goals right away. Don't fall into the trap of saying Yes too quickly, which automatically triggers in the other person's mind:

I could have done better.

Something must be wrong.

11. Close the deal but be careful of Nibbling at the end:

Try to finish the negotiation with a feel good feeling of a win-win situation. As you get near to concluding a successful negotiation be careful that just when you have agreed you will not be nibbled into giving further concessions that you do not want. The other side may say something like: 'Great, now that we agreed I am sure that you can provide shipping free for us.' If this is too much for you just say, 'Hey, I conceded quite a lot today and you got a great deal, don't take away this from me too, fair enough?'

12. Congratulate the Other Side:

When you're through negotiating, you should always congratulate the other side. However poorly you think the other person may have done in the negotiations, congratulate them. Say, "Wow-you did a great job there. I realize that I didn't get as good a deal as I could have done. You were brilliant." You want the other person to feel that he or she won in the negotiations.

By using these 12 steps you can place yourself in a position of power to achieve what you set yourself out to do and at the same time create a win-win situation that will augur well for future business with the other party.

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