- Win-Win Negotiations Training
- Negotiating Contracts Seminar
- Essential Negotiations Skills
- Negotiation Techniques for Sales
Negotiation Skills Training Classes
With over twenty-five years of proven industry experience, the Negotiations Training Institute of America is the recognized leader in negotiations training, consulting and performance coaching. Through public open enrollment classes and private on-session training sessions, we have helped leading corporations, non-profit organizations and governmental agencies improve their ability to negotiate betteroutcomes for their constituencies. First-time negotiators as well as those with the greatest competitive drive and amount of first-hand experience and negotiations wisdom can benefit from our time-tested classes. Whether focusing on negotiating a contract with a vendor or jumping in to the often-stressful car buying process to deal with a dealership, our classes provide useful skills, proven techniques and various classroom role plays to help you become more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training classes please contact us.
Business Negotiation Training Class: Influencing for Results
Negotiation can be considered a tool that helps parties to reach an agreement based on their interests, but ultimately, what we do when we negotiate is to try to influence others to accept our way. Sometimes we succeed, sometimes we don't. Negotiation literature is full of tactics and strategies that describe ways of accomplishing this goal.
There are two types of influences: Positive and Negative.
If we want to change our car we might consider selling the old one. We prospect the market and find that a normal price for the old one could be $ 9.000. If we advertise it at a price of $ 10.000, this is a positive way of influencing others. If we decide to advertise at $ 13.500, this can be considered a negative way of influencing behavior.
Negotiation is measured by two criteria: Results and effects on relationships. A successful negotiation occurs when we meet our objectives in terms of results and keep the relationship, at least, within cooperative limits.
There are long debates about ethics and morals in negotiation. What we should do and what we are not allowed to do. Many authors try to find criteria for orientation. At the end of the day, the difference between using positive or negative influence is the status of the relationship. Whatever the result (of course at least we must reach our objectives), if we end up with a good relationship it means that we used positive influence.
When we behave as other people expect us to behave or when they accept the appropriateness of our actions or motives, we are using positive influencing techniques. We know we are using influence in a positive manner when we prepare well for a negotiation. If we have a lot of offers, if through our actions we gain trust, if we make the right alliances, if we create an environment that others enjoy, if we demonstrate competence, if we have communication skills and through many other methods, we are using positive influences.
On the other hand, if we lie even when other expects us to lie, if we deceive, if we try to dominate, if we do not listen, if our main preoccupation is arguing, if we disregard other's party needs, we obtain a negative reaction. Using negative influencing tactics can bring us the desired results, but we have to be aware of the consequences. A bad relationship is certain and our name and reputation goes with it.
One can argue that being a good negotiator and using only positive influencing techniques can still result in a negative reaction because of skill differences between the parties. The others may envy the skillful one or assume that facing such a good negotiator, they will surely loose. Civilized society is based on equal opportunities, not on equal possibilities. A real good negotiator can almost always demonstrate to others that they have achieved the best result for a certain deal.
Often, the difference between the two types of influencing is vague. Different negotiations have different boundaries between positive and negative influences and it is not easy to detect them. Even when we try to keep within positive influencing techniques, we always have the tendency to push toward the limits, hoping that we will notice signals from the other side of the table that will show us when we had pushed too far.
Skillful negotiators have the ability to move the boundary inside what is normally considered as negative actions and still keep a good relationship. When we try to evaluate a situation we are using our own system of values. In a negotiation, however, we are dealing with people that always have another system of values. So, in their eyes, it is not important what is our consideration about fairness, ethic and moral. It is their judgment that matters. And if we want to be effective in our influence, we must evaluate our actions as closely as we can to their views also.
All of us develop a behavioral strategy inside our normal environment. By observation and self-training we identify the limits between the two types of influences. At the office, inside our market, in our group of friends and at home, we have the ability, more or less, to know how to cope with situations that we face. Problems occur with changes.
When we change jobs, when we meet another culture, when the market is changing, we may lose our perception about the limits between the two types of influences. This is when we have difficulties in negotiation.
We don't know any more, for example, what will be the effect of advertising our car for $ 10.000 in India? Is the market value still $ 9.000? And if so, in order to obtain $ 9.000, is $ 10.000 the correct opening? If a buyer comes and offers $ 4.000, is he a serious buyer? Hundreds of questions have to be answered to find again our way to effectiveness in negotiations.
The way we behave in a negotiation is based on our feelings. Confidence, trust, courage are one category and on the opposite side, anger, fear, greed, uncertainty are another kind of feelings that show us why we do what we do. If we are greedy we will try to exploit others. If we are afraid, we will try to protect ourselves, if we are furious we want to attack and if we are uncertain we will avoid. All these lead to negative influence. Our actions are mirrors of our feelings and negative feelings lead to bad relations. The other kinds of feelings, the positive ones, are the source of positive influence. When we are confident, when we have courage and when we want to build trust, we will be able to concentrate on new ways and new opportunities that can bring a strong win-win situation for all parties.
The secret to effective negotiations, therefore, is in understanding others as well as ourselves so that we can use positive influences in our negotiations. Positive techniques are essential to achieving winning results and relationships that make
agreements valuable for all the parties in an agreement.
Source: Radu Ionescu Link
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Related: Business Negotiation Training Class