Negotiation Skills Training Classes

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

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

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

 

When you negotiate, do you consider the impact of the status you project? Even more so, do you consider how the perceived status of your negotiation partner plays a role in the negotiation? The projection and perception of one’s status, when negotiating, is paramount to the overall outcome of the negotiation.

Think for a moment how you felt the last time you negotiated with someone and they did not possess the level of power or status that was required in order to address the outcome you sought. You most likely became frustrated, exasperated, or emotionally drained. As your negotiation partner referred to a higher authority (to find out if he could get the deal done) you might have thought to yourself, why am I not negotiating with the higher authority directly? The person I'm dealing with does not have the status that's required to get this deal done.

When you negotiate, you can use the emotion associated with the perception and projection of status as a strategy. You do so by acknowledging someone’s status, as an I know you're the right person to deal with and I feel so fortunate that you're my negotiation partner tactic. You can give your negotiation partner that projected image as long as she is addressing your concerns admirably. If she starts to veer from the direction you want the negotiation to go in, you can openly question if she possesses the degree of authority, and thus the level of status, to accomplish the goal of the negotiation.

You can gain valuable information as to how well your projected recognition of your partner’s status is being perceived. All you have to do is watch his body language when you mention the status he possesses. Observe if he stands more erect if he's standing, attempts to sit taller if seated, becomes more engaging, and/or more open. If he commits to either posture, he’ll be giving you insight into the fact that he’s being influenced by your perception and recognition of his status.

His perception and acknowledgment of the fact that you value his status will be played out in his body language. If you don't sense any change in his posture, test his status factor again, if the negotiation goes off track. Take the status factor out of the negotiation, or insert it back into the negotiation at appropriate times. Status definitely plays a role during a negotiation. It behooves you to know when to apply or deny it.

Everyone wants to feel important when they negotiate. They want their status to be acknowledged and recognized for the value it holds. By acknowledging the status of your negotiation partner, and doing so as to uplift their position from a non subjugated perspective, you allow her to become more open to you ... and everything will be right with the world.

The Negotiation Lessons Are...

When you negotiate remember the status factor. Status can be used as a tactic and molded into a strategy.

Learn to interpret the perception of status by being attuned to the body language your negotiation partner projects. By doing so, you'll gain insight into when this tactic should be used.

Status can be used to enhance or deter the bonding process. Knowing when to use the recognition of status gives you additional leverage when you negotiate. Use it appropriately.

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