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

At some point in your career, if not already, you may be called upon to exercise leadership qualities in the global negotiation process. At the very least it may be to host potential global partners when they visit your organization. How prepared are you?

Dealing with global partners is just like dealing with any business situation. Right? Wrong! Successful negotiations with overseas companies begins when you show genuine sincerity, warmth, patience and appreciation for their ways; whether it's over there or when you're hosting them in your town.

To be successful in global negotiating you must apply 3 characteristic traits:

1. Flexibility

If you are a creature of habit and like "safe harbors," you might do well to avoid international business. If you tend to be open-minded, are a student of the human condition (no matter the origins), enjoy new experiences, meeting people of different cultural backgrounds, learning and applying new things, that's a start. It takes a "geocentric" attitude to be consistently successful in negotiating with overseas companies.

2. Broad-mindedness

To be successful internationally you must be receptive to different patterns of business norms. Tolerance and appreciation for differences is vital in negotiating in global markets. Being good in your own backyard doesn't mean you'll be good with foreign nationals. Those American businessmen who see impatience and over aggressiveness as virtues (and we are numerous) have the least chance of being successful with foreign companies, even English speaking ones.

Mr. David Nomchong of New South Wales, Australia, at a meeting some years ago here in the U.S., told me that the major reason that American businessmen fail in doing business in his country is not lack of negotiating ability or lack of business knowledge, but excessive familiarity, over aggressiveness, impatience and lack of respect for his "mates" down under.

3. Patience

As Americans, we are among the least patient people in the world. I have a business associate who shines in local negotiations yet does poorly when dealing with off-shore people. He lacks patience and exemplifies the "milk maid syndrome" (a maid spends all day milking a cow and then, in a fit of impatience, knocks the bucket over). As an example, when dealing in Asia it's good to keep in mind that it might actually take several years to bring a business venture to fruition. Reason: Asians tend to be patient people and want to know who they are dealing with; an admirable trait. It takes them a long time to become comfortable with us (...yet, only a short time to make the actual deal).

The best coaching I can conclude with is: Avoid starting off by playing "King of the Hill" to let the other party know you're in charge and can't be pushed around. Save your tough negotiating skills for later when the tensions are reduced. Let the ball get rolling with "small talk" and looking for mutual personal interests that help to develop mutual respect that puts everyone at ease. It may take some time, but it will be well worth it.

 

Source: John Nicholas link

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