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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 Training Classes: 5 Key Principles of Strategic Negotiation
1. Position Your Case, Product, Perspective or Service in an Advantageous Way
This is important so that you claim a high value early in the negotiation process. For example, if you are selling your house, you might say that in the past 10 years no one has sold a property in the neighbourhood ( scarcity ) or a new metro station is coming up in the next couple of years. If you are on the buy side of a pre-owned car purchase, you might highlight the scratches or the high mileage. And if you are on the sell side of this purchase, then you might talk about its regular maintenance record with the car distributor.
2. Set High Aspirations and Goals
There is a ZOPA in any negotiation situation. Stretch it and test it to get the best outcome for yourself. Research has indicated that people who push the boundaries within the accepted ZOPA tend to get better results for themselves.
3. Leverage information strategically
Seasoned negotiators ask 2 -3 times more questions than the average negotiators. A cardinal rule is to get information before you give information. Information is power to you - know when to push for more information, when to concede information and when to protect information.
4. Know the other party's needs
There is a difference between a need and a want. A need underlies a want just as an interest underlies a position. For example, a customer might demand a 10% discount ( Position ) Why does he want a 10% discount? He probably wants more profit margin or a lower cost ( Interest ) So if you cannot give away a 10% discount for whatever reason, you can certainly address his interests of better profit margins or a lower cost with other creative options.
5. Have a concession plan
Know the ZOPA of your negotiation and develop a concession strategy for it. A concession plan provides discipline and gives you confidence and control over the negotiation process. Ad hoc responses tend to weaken your negotiation power. Being clear-headed puts you in a strong position you to concede within your ZOPA.
Related: Negotiation Training Classes