Negotiation Skills Training Courses

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

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

Participants in the Win- Win Negotiations course 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

 

I was negotiating a significant consulting contract with a very straight-laced Midwestern natural resources corporation.

My counterpart, a fellow who seemed to handle himself very well, was not at all cooperating with me to seal a deal, so instead of walking away from our negotiations, I simply said:

"You're following an interesting negotiation strategy here, but I'm sensing it's not a good fit. Whose playbook does it come from: Is it Karrass, Nierenberg, or Cohen?"

These were three well known authors at the time, so I wasn't completely surprised when he replied, somewhat sheepishly: "Karrass."

I just smiled, and suggested we get back on track.

From that moment, we negotiated in good faith and quite efficiently, drafting what turned out to be a successful agreement for both parties.

Gamesmanship, egos, and the sheer exhilaration of trying to come up with a big victory can easily ruin a negotiation. But you can put things right BY COMMENTING ON THE PROGRESS OF THE NEGOTIATION, ITSELF.

This is what I did, and I took a certain gamble when I asked him to identify his "silent partner" to our bargaining session. But this gambit, called "meta-communication," in research circles, is sometimes the ONLY way to get a failing encounter back on track.

Meta-communication is defined as: "Talking about the way we're talking with the goal of improving our communication."

"We're getting a little too loud here, and I'm not able to focus on the underlying problem, so if we can tone it down a little, I'd appreciate it and I think we'll get more done."

That is talking about the way we're talking to improve our communication, and you should try this in your negotiations.

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