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

What do you do when the other party in a negotiation gives you a firm but polite “take-it-or-leave-it”? There are options available. My advice is to test it hard—their position may not be as firm as it looks.

The best approach to testing a “take-it-or-leave-it” is to change the nature of the deal. Broaden the project or reduce its size; change the quantities (more – less); modify the quality levels; more or fewer services; extended or shorter delivery periods.

If you are working on a package deal negotiation think about modifying the product mix to include new items or spare parts or training. Mix items that are not “take-it-or-leave-it” with those that are. Then negotiate the agreement.

In addition, you might want to try any of the following negotiating countermeasures to test the firmness of the other person’s “take-it-or-leave- it” position:

1.  Agree that it appears you are at an impasse in the negotiation, and walk out. (Don’t forget to plan your walking back in strategy.)
2.  Protest to higher management. (Be aware that there may be repercussions.)
3.  Ask the other person put their “take-it-or-leave-it” in writing—you want to discuss it with others.
4.  Talk on as though you never heard the “take-it-or-leave-it” demand.
5.  Determine whether or not there are some parts of the deal you can do without (i.e. things you can do for yourself, or get from others) that will reduce the scope of the deal subjected to the “take-it-or-leave-it” demand.

The key to testing “take-it-or-leave-it” in a negotiation is to find a face-saving way by which the other party can retreat from this awkward position. If you can, the problem has a chance to evaporate. Most times you’ve got nothing to lose by testing the “take-it-or-leave-it.” It’s worth a hard try.

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