Negotiation Skills Training Workshops

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

Purchasing and sales pros alike are fascinated by commercial law. We should be; it is part of our daily experience and we need to be masters of it. The purchase and sale of goods is a matter of contract law and a PO is a contract. Yet very few of us have any formal education or training in purchasing law.

Let's look at a basic question of buyer and seller authority, a frequent bone of contention. Most of the facts cited in this story can be found in the Purchasing Manager's Desk Book of Purchasing Law (Prentice Hall). It was written by lawyers who specialize in purchasing and sales a must-have reference for any merchant. The Uniform Commercial Code (UCC), the body of law covering purchases and sales of goods within the US, is almost universally applicable in 49 states, Louisiana being the exception. The UCC addresses the issue of buyer and seller authority in this fashion.

Agent is a term that applies to buyers and sellers in mercantile transactions. For buyers, there are four types of authority in Agency Law.

---Express or Actual Limits are expressed by Principal (employer) and agent

---Implied Derived from Express authority

---Emergency All would be lost otherwise

---Apparent or ostensible created unintentionally by actions

These four types of purchasing authority have no corresponding application to sellers. For instance, the Desk Book notes the legal principal that "he who deals with an agent has the responsibility to ascertain the scope of authority that agent possesses." It goes on further to say that, "the law has taken the position that the average sales person, or drummer... has very limited authority...In short, the average sales person does not have the authority to enter into a contract. In that 'competent parties' are one of the four essentials of a contract, were a buyer to engage in serious buy/sell negotiations with an unauthorized party, he or she would be setting up the seller to pull the justified 'higher authority' tactic so well know in auto sales show rooms.

Moral of the story: buyers have the authority sellers don't. Qualify the seller's authority before you engage in serious bargaining. Get it in writing. And by the way, make sure the buyer has the express authority in writing so there are clear guidelines and practices. Plus, it is just good business.

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