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 have trained countless salespeople who believe they are "naturals," that anything they do is bound to achieve great results and put business on the books. Their self-confidence is admirable, and I suppose it, along with a certain amount of bluster, does see them through to a given number of orders..

But there are few naturals in negotiating.

While in selling, being nice and agreeable might induce certain prospects to spontaneously buy, the same traits in a negotiation are a prescription for conceding too much while emboldening our counterparts to exact uneven advantages.

Specifically, there are five reasons "no strategy" is the worst strategy in negotiations:

(1) Walking into a negotiation with "no strategy" is like going into battle without ammunition. It's a prescription for disaster. If you haven't carefully laid out your objective you're very unlikely to secure it.

(2) You might want to appear spontaneous, because this can relax or disarm your counterpart. But actually becoming spontaneous will induce you to over-talk and to over-commit. Loose lips sink ships, right?

(3) You'll forget essential bargaining points unless you outline them, carefully. Once bargaining has officially concluded, it will be difficult to re-start it, smoothly.

(4) You'll be lured into traps and step on land mines if there is no "safe" path that you have pre-plowed.

(5) You'll fail to research your opponent, his or her probable goals, tactics, and constraints. Without intelligence, you'll be negotiating against yourself.

If you bargain for a living, as many attorneys and purchasing professionals do, you will win and lose with the kind of frequency that will be humbling. You'll tend to take very little for granted. And above all, you'll prepare quite carefully, and you might even delay or bow-out of proceedings for which you haven't had sufficient time to strategize.

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