Negotiation Skills Training Workshops

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

 

Nearly anyone trained in the martial arts has a good laugh when watching evildoers attacking good guys in the movies.

The hero faces dozens or even hundreds of foes, and each one lines up and takes a shot at the champion, who smartly and deftly disables each in turn.

“Why don’t they attack, simultaneously?” I keep asking myself. Because it’s a movie, dummy, and the hero must win.

I believe this silliness is emblematic of our business challenges. In the slow, pre-Internet polite economy in which we’d participate, we could seemingly fend off one competitor at a time.

Here's how we used to look at price competition, in negotiations.

“Company X’s price is 10% cheaper? Okay, we’ll show them. We’ll cut our price by 15% Aha! Take that!”

We’d take about a month to go to press with another dead-tree brochure, and our foes would take about the same to respond, and so went our competitive cut-and-thrust.

Quaint, wasn’t it?

Just today, I read an article in Time Magazine that noted how until quite recentlyAmerican architects could bill clients about $10,000 for certain designs. Now, these can be outsourced to China, and returned in a day or two, for about $600.

Thus, it isn’t as if Architect “A” is competing against “B” in the old-fashioned, hand-to-hand combat, sense. If they’re competing, it is on an entirely different level, one that involves world-sourcing, and super-fast turnaround times, as well as inconceivable price-plunging.

Where are the profits?

Short answer: In innovating.

We have to do something new, or something we’re used to doing but in a very novel way. And when we have done this, we have to quickly invent again, because the half-life of our market preeminence will be measured in days, weeks, and if we’re lucky, in months.

I just heard about the Gazelle Theory.

Gazelles awaken each day and have to run for their lives, literally, because predators are after them. But gazelles don't have to outrun cheetahs and lions; only the slowest gazelle in the herd. And only by a step or two. That is, if they’re being pursued by only one predator.

But today, in this world economy, there are fifty lions for every gazelle.

We have to be faster than the fastest lions, or at least among the fastest if we want any of the spoils.

Interesting challenge, wouldn’t you agree?

Welcome to the all too real martial art of business survival!

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