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

 

ample because it's a very powerful negotiating Gambit. Let's say that you sell widgets, and you quote the buyer a price of $1.80; the buyer offers you $1.60. You negotiate back and forth, and finally it looks as though he will agree to $1.72. What's going through the buyer's mind is, "I got him down from $1.80 to $1.72. I bet I can squeeze another penny out of him. I bet I can get this salesperson to $1.71."

So he says, "Look, business is really tough right now, I just can't do business with you on widgets unless you can bring the order in at $1.71."

He may be only baiting you, just trying it to see if he can get you down. Don't panic and feel you have to make the concession to stay in the game. The way to stop this grinding away process is to say, "I'm not sure if we can do that or not, but tell you what, if I can possibly get it for you I will. Let me go back, we'll re-figure it and see if we can do it. I'll get back to you tomorrow."

The next day you come back and pretend to withdraw the concession that you made the day before. You say, "I'm really embarrassed about this, but we've been up all night re-figuring the price of widgets. Somebody, somewhere down the line, has made a mistake. We had an increase in the cost of raw materials that the estimator didn't figure in. I know we were talking $1.72 yesterday, but we can't even sell it to you for that -$1.73 is the lowest price that we could possibly offer you on widgets."

What's the buyer's reaction? He's going to get angry and say, "Hey, wait a minute buddy. We were talking $1.72 yesterday, and $1.72 is what I want." And immediately the buyer forgets $1.71. The Withdrawing an Offer Gambit works well to stop the buyer grinding away on you.

Haven't we all had an appliance or car salesperson, when we were trying to force the price a little lower, say, "Let me go to my sales manager, and I'll see what I can do for you with him." Then he comes back and he says, "Am I embarrassed about this. You know that advertised special we were talking about? I thought that ad was still in effect, but it went off last Saturday. I can't even sell it to you at the price we were talking about."

Immediately you forget future concessions and want to jump at the price you'd been talking about.

You can also employ this Gambit by withdrawing a feature of the offer, rather than raising the price. Here are some examples:

The appliance salesperson says to you, "I know we were talking about waiving the installation charge, but my sales manager is now telling me that at this price we just can't."

The air-conditioner salesperson says to you, "I understand that we were talking about including the cost of building permits, but at a price this low, my estimators are telling me we'd be crazy to do that."

You're a sub-contractor, and you say to your general contractor, "I know you requested 60-day terms, but at this price, we'd need payment in 30 days."

You market computers, and you tell your customer, "Yes, I told you that we would waive the charge for training your people, but my people are saying that at this price, we'd have to charge."

Don't do it with something big because that could really antagonize the other person.

The Withdrawing an Offer Gambit is a gamble, but it will force a decision and usually make or break the deal. Whenever the other person uses this on you, don't be afraid to counter by insisting that the other side resolve its internal problem first, so that you can then resume the real negotiation.

Key points to remember:

Withdrawing an Offer is a gamble, so use it only on someone who is grinding away on you.

You can do it by backing off your last price concession or by withdrawing an offer to include freight, installation, training, or extended terms.

To avoid direct confrontation, make the Bad Guy a vague higher authority. Continue to position yourself as on the other person's side.

 

Source: Roger Dawson link

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