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

 

The terminology Win-Win negotiations implies all that's good about Capitalism, the ability for two parties to face one another and agree to terms which satisfy each of their individual needs or requirements, while benefiting the whole.

Theoretically, it's the zenith of not only business, but of the world of mankind as well, and it used to work genuinely well. However, the mindset of people involved in negotiations then are far different than those of today.

When I was a student at Wayne State University, Doug Bieber, President of the United Auto Workers Union, discussed the rationale behind the Union's negotiating strategy and it was quite unique and insightful.

The Union was mandated of course, to extract the best possible contract in terms of wages and benefits for its members as possible. However, the union, in preparations for contract talks, would cost factor every item they were attempting to gain, and once the cost factor exceeded a predetermined amount, all demands would be cut off no matter what.

I thought that odd and perhaps even unethical or illegal, of why the Union would stop negotiating before extracting everything it could for its members. The answer was short coming as the Union head explained, the first obligation of the Union was to insure there was a viable financially sound company left after the contract settlement in which to employ its members.

In other words, take some for yourself, but leave some for those who come behind you.

The Classical Win-Win Negotiation at its purest.

The mindset of people responsible for the welfare of people, stockholders, union members, employees, bosses, cities, countries and etc, in those by gone years are nothing like the current mindset of people now in power.

Unfortunately, as the events in the world are bearing out, logic has been displaced by Greed which now rules the mindset of negotiations.

In my humble opinion, the word negotiate really doesn't apply to today's business ventures, but for lack of a better word, or perhaps wanting to remain behind the cloak of the respected word, it's still used today. I'll begin to use the terminology "talk" instead.

Talks between companies, countries or other large institutions today usually derive from one party of strength, attempting to dominate the other party who is in a position of weakness. This type of situation never results in a win-win scenario, but rather a dominance and raping of one party, while the other party feels relief to have survived the ordeal.

Have you ever heard the saying "beauty is in the eye of the beholder"? Win-Win negotiations are much like that saying, it's all in whose perspective you're looking through.

The White men who traded beads and trinkets to the Indians for fortunes in pelts and furs knew they had won handsomely in their negotiations. The Indians, on the other hand, had traded an over abundance of stinking pelts and furs they had no use for, in exchange for beautiful beads and trinkets which amused them. They knew they'd won the negotiations with the White man.

A Win-Win negotiation is one where everyone walks away with what they needed or wanted and perceive they gave up very little to obtain it.

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