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- Upcoming Seminars
- Contract Negotiations Course
- Win-Win Negotiation Training
- Sales Negotiations Course
- Handling Obstacles
- Negotiation Skills For Purchasing
- Electronic Negotiation
- Negotiating With Limited Authority
- Resolving Conflict
- Managing Value Creation
- Negotiating With Your Project Team
- Logistics Negotiation
- Negotiation Training Testimonials
- Contact Us
- 3 Keys For Planning a Successful Negotiation
- Discover the Salary Negotiation Secret That the Employers Don't Want You to Know About
- Negotiators Say the Strangest Things
- Negotiation Training Secrets That Negotiators Won't Tell You
- Successfully Using 'Inside Information'
- How to Negotiate Confidently in a Recession
- Michigan Legal Custody - Negotiating Strategies
- Achieving Your Business Goals Through Successful Negotiation
- Planning is a Source of Power in Negotiations
- Playing the Reluctant Seller
- Do Happy Negotiators Make Better Negotiators?
- The Psychology of Negotiation
- Does Anger Affect Your Negotiating?
- Negotiating Deficiency After a Foreclosure
- The Four Important Elements in Negotiations Training Course
- Playing the Reluctant Buyer
- Tips on Negotiating to Save Money
- Better Negotiation through Proper Communication
- Car Negotiating - The Four Square - Why Dealerships Use it And How It's Designed To Confuse You
- Verbal Judo - Master Negotiations and Become a Black Belt
- Negotiation Training Classes for Non-Confrontational Negotiation
- Ten Commandments of Negotiating For Incentives
- Using “What-If” and “Would-You-Consider
- Learning to Say "No"
- How To Be A Strong Negotiator
- During Negotiation
- Principles to Make You a Smarter Negotiator
- What Does Win-Win Negotiation Mean?
- Does Skepticism Pay Off in Negotiations?
- Business Negotiation Training Class Concepts
- Negotiation and Conflict Management Online
- Negotiation Tips
- Complex Negotiations Training Workshops
- Get the Most From Your Negotiating Team
- 15 Rules Every Negotiator Must Know
- The Uphill Battle of Business Negotiation
- Salary, Raises, & Perks: Negotiate to Get Paid What You're Worth
- Divorce - Negotiating Agreement - Ten Steps
- Always Ask for More
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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.
Participants in the Win- Win Negotiations class will learn to:
- Develop an effective plan and strategy for any
- Know when and when not to negotiate
- Negotiate face-to-face, on the phone, and through
- Learn to become a more persuasive negotiator
- Develop a common negotiating language with the
- Use negotiation techniques that pull information from the
- Read client and employee behaviors styles to
- Recognize interests and issues and avoid
- Neutralize manipulative
- Minimize negotiation conflicts and deadlocks both internally
- Coordinate negotiations within client organization
- Meet business objectives by focusing on planning rather than on tactics
Negotiation Class: Your Role in Negotiations
When you negotiate, what role do you play during the negotiation? Do you give consideration to how your role is perceived, or the role your negotiation partner plays and how she wishes her role to be perceived?
This lesson examines the fifth of the five core emotions, which are appreciation, affiliation, autonomy, status, and role. All five components will usually manifest themselves during a negotiation.
When people negotiate, they play roles. The role may be one where by a person portrays a sterner or softer image than they normally cast. Nevertheless, you should recognize the role someone plays and acknowledge it for what it is. You don't have to necessarily acknowledge it verbally, but at least recognize and perceive it for what it is. That’s to say, you should be cognizant of the role your negotiation partner is projecting. At the same time, you should be aware of the role you're projecting and how it’s being perceived.
The reason it behooves you to be very aware of the role your partner is playing is the fact that he will give you insight into the negotiation mindset he's harboring. Question if he's playing the role of the innocent person caught in the middle that's trying to help you reach the goals of the negotiation, or if he's the impediment to reaching the goal. The former situation is akin to the car salesman that has to check with his manager to find out if the $3,000 deduction you've requested can be taken off the sticker price of the car you're trying to purchase.
While it's always a good negotiation strategy to never place yourself in the role of final decision maker, if you understand the role he's playing, you know what strategies to adopt in order to combat his tactics. In the situation where he's the impediment to reaching the goals of the negotiation, you can adopt a strategy that takes him out of that role by not playing along with him. In essence, you can ask to speak with someone that is more favorable to the negotiation, or point out that your perception of his actions is that of someone that’s being obstinate.
When people negotiate they play games. By that I mean, most of the time, they will not fully disclose the overall intent of the outcome they seek from the negotiation. In reality, that's nothing more than good negotiating. But, you can gain additional leverage in the negotiation by paying attention to the role your negotiation partner cast herself in and use that leverage to your advantage. All you have to do is pay attention to her mindset, read her body language and her real demeanor will be revealed to you ... and everything will be right with the world.
The Negotiation Lessons Are...
When you negotiate understand the importance that role plays in the negotiation. By understanding the role that's being played you gain insight into the mindset of your negotiation partner.
You can gain additional insight into the role that’s being projected by understanding the body language signals that are sent. Look at those signals closely and compare them to the words you hear. If the words and body language don't match, follow the body language.
If you sense you're negotiation partner is projecting a role that doesn't suit your needs for the negotiation, adopt strategies to combat her position, or ask to deal with someone else.
Related: Negotiation Class