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

 

Although I had intended to write this article about how we need to be careful when we are documenting sales negotiations with people from other countries, I slowly realized that we need to be just as careful with folks who were brought up in the same country as us.

So what's the big deal about words - can't people just speak clearly and let it be that? As long as you don't use long fancy words, won't everyone understand what you mean? It turns out that the answer is no.

I think one of the best examples of this was set by the professional negotiators who brokered the 1979 peace accord between Israel and Egypt. After everyone had finally verbally agreed to all of the terms, the papers documenting the agreement were drawn up. However, there wasn't just one set of papers. Rather, there were four.

All of the agreements were documented in four different languages: Egyptian, Hebrew, English, and French. Even more importantly, all of the parties involved agreed that if there was a dispute, then the French version would be the binding version. Words can have completely different meanings in different cultures.

The negotiating expert Dr. Chester Karrass has kept track of how different cultures attempt to communicate an idea and somehow end up making mistakes. My favorite one from his list is the sign that he saw in a hotel in Egypt that read "Patrons need have no anxiety about the water, it has been passed by management."

In closing, just because you've reached the end of a sales negotiation with the other side of the table, you must still be on guard. Your verbal agreements now have to be documented and both parties need to read and interpret the words in the same way. Your work is by no means done, it is only just starting!

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