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

Building trust in a relationship is a fine idea in theory, you may say, but if you trust everyone you negotiate with, won’t some people take advantage of you? Although some individuals do make a living by focusing on short-term goals rather than long-term relationships, these people are in the minority. If you have a choice about negotiating with someone who seems determined to take advantage of you, we encourage you to find someone else to negotiate with. To stay in the relationship just rewards the untrustworthy negotiator.

If you have no choice about negotiating with a counterpart you do not trust, the following five safeguards may prove helpful.

1. Ensure that every deal point is measurable. It is important to spell out terms such as customer satisfaction, preferred bidder, high volume, etc.

2. Ensure that every deal point is time-bound. When will the installation be completed? If the product or service is ordered, when will the product arrive or when will the service be performed?

3. Build penalties for nonperformance into the contract. If the product does not arrive on the date specified, what happens? Is the contract null and void? Will the supplier take five hundred dollars off the price for nonperformance?

4. Build rewards for successful performance into the contract. If everything goes as planned, what happens? Will the buyer provide the seller with a letter of recommendation?

5. Agree on a neutral third party to resolve any disputes. If there is a dispute, rather than suing each other, will the counterparts agree to mediation or arbitration to resolve it?

Remember, the benefits of a relationship built on trust far outweigh any price you may pay on the rare occasion that you may get burned. With trust, you can build lifelong win-win relationships.

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