Negotiation Skills Training Courses

Our public Negotiation courses and in house Negotiations courses are enlightening, educational, measurable and fun. Negotiation training courses can be scheduled at your offices or through our open enrollment courses. We do offer negotiation skills training courses to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiations courses. 

Participants in the Win- Win Negotiations course 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

First Five Building Blocks of Trust

1. Demonstrate your competence. Convincing your counterpart that you have both the expertise and the will to support your end of the negotiation builds trust. We are all more comfortable with someone we can look to for honest answers, options, and solutions. For example, when you are buying a computer, you have a higher level of trust in a sales associate who gives knowledgeable answers to your questions.

2. Make sure the nonverbal signals you are sending match the words you are saying. In the last issue of The Master Negotiator we discussed the fact that your counterpart can tell more about your total message by reading and understanding the nonverbal signals you are sending than by just listening to your words. Congruence between your verbal and nonverbal messages helps create trust in the relationship.

3. Maintain a professional appearance. Rightly or wrongly, people do judge a book by its cover. A well-groomed, professional appearance is important. Further enhance your appearance with good posture, a careful choice of words, a clear confident voice, and eye-to-eye contact.

4. Communicate your good intentions. Although no counterpart is likely to tolerate repeated mistakes or failures, most people will give greater leeway to an individual if they know his intentions are good. Emphasize that your counterpart’s needs and goals are important to you and that you will do whatever it takes to create a lifelong win-win relationship.

5. Do what you say you are going to do. In any relationship, you build trust when you keep your promises and honor your commitments. If you tell your counterpart you will discount the price of a product 5 percent, make sure you do so. Each time you fulfill a promise, you let your counterpart know she can rely on you. Your reliability may be the most important factor in a counterpart’s decision to negotiate with you again at a later date. If you do what you say you are going to do—even when the negotiation is over and you may no longer feel like doing it—your counterpart will perceive you as a trusted partner.

More Negotiations Training Tips