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

 

Have you ever fielded a proposal at a sales negotiation meeting and gotten one of the following responses?

"I want to think about it. "

"I don't like what you are offering me."

"Are you out of your mind? You call that being fair? "

"Hey, you are pretty expensive!"

If you have been receiving these kind of reactions as a result of your communication with negotiation partners, either at business meetings or off the street regarding a potential trade, you have in fact just joined the ranks of at least 80% of the people on this planet who deal in negotiations.

How do you deal with people objecting to your proposal? When you are being objected to, what is your first reaction to their response? Getting angry and frustrated, right?

If your reaction is as I have just predicted, you have been falling into what I call a "negotiation trap." Yeah, it's a trap. But for you, the crux of the issue is: WHY did they object to your proposal?

Ready for the secret? Here it is: They merely need to protect themselves!

What? You might ask. They only do that because they need to protect themselves? Well, wouldn't you?

When most people go to a sale, even with the price tags marking 70% off the normal retail price, they may still check to see whether the price has bottomed out. How many times have you seen shoppers carry out the "price execution order" to the retail assistant by asking: "Is that any more discount?" or " Can you give me more discount?"

Research shows that human beings have the natural instinct to defend and protect their own self-interests when it comes to survival. Their instinct is to survive the challenging environment of the trade, and people hate to be deceived if they find out that they don't have a good deal. Well, we know that's a matter of perception. But it's true. I need to object first and check your response to see whether I have been right about my perception.

ACTION STEP : I need to understand the important fact that if people object to my negotiation proposal, it's not because of me, or even the terms of my negotiation proposal, but because they need to protect themselves from getting a bad deal. I would do the same if I were them. That thinking will help me believe that the other negotiating party is not my enemy, and that in fact they can become my friend.

 

Source: TK Chan link

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