Negotiation Skills Training Courses

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 courses 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 courses. 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 courses 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 courses please contact us.

Negotiations Course: Art of Negotiation and Wealth-Building - Down to a Science?

There's nothing like skillfully practicing the art of negotiation to get the blood pumping in your veins. If you enjoy negotiating, you'll love these tips on how to master the art of negotiating. Getting a better deal on your next home, dickering a free warranty with the car salesman, or getting an upgrade to a better room in the hotel are all fun, and all quite simple when you master the art of negotiating...but the real fun is realizing that it's really about believing that you're worth more than the world is going to give you unless and until you ask for it. So ask for it! Remember the first basic principle of the art of negotiation: if you don't ask, you don't get. That's a key to wealth-building and life.

The Art of Negotiation

Learn to ask zero-sum questions..."Here's what we're going to do... X, Y, Z...now, is that fair or is that fair?" Is that fair when you pull out verbal judo like that on them? Maybe they should have read this list on how to master the art of negotiating, eh? Too bad...you DID

Let's say you're trying to get a seller to name the asking price and he won't. Try this: "How about a dollar?" At the very least you'll break the ice. At best...he'll name a price finally. Well, I guess at best LITERALLY it would be you get it for a dollar-- hey, it could happen...

Quote authoritative sources to make your points and requests. I didn't say it. The Wall Street Journal did. Einstein did. Harvard Law Review did. Take your argument up with them.

When asked direct questions, turn the response back into a question and put the responsibility to answer back on the other person. The art of negotiation is a dance of words. Learn to do the verbal two-step and spin your partner.

"Will you sell the house for what you owe on it?" These words are MAGIC in a buyer's market. Ask them EVERY time. (feel free to send me a percentage of the checks you get as I have an open door policy on people sending me checks!)

Use "that's fair, isn't it?" at every opportunity

End statements with questions like..."that's fair [statement]...isn't it? [question]." Classic verbal judo.

Though you may be at the price you want, make sure you still go through the motions of the negotiation process to build the other person's ego. If you avoid this process it could cause you the deal. The art of negotiation requires both parties to feel they have contributed as much as they want before a done deal can be declared. If the buyer or seller does not feel that he has the best deal he will do what ever it takes to get out of it.

Treat this deal as if you intend on doing other deals with them in the future. No negotiation tactic will make you more money than a satisfied person who wants to do more and more business with you.

Use social proof to your advantage. "So and so did it and it worked out great for them. Why don't you too?" People want to know others are making the decision they are making.

You never know what kind of cool stuff you can get in a negotiation. In the experience of people I know, you can even get the lobster in the fridge or the car in the driveway thrown in... "Do you have something else you could give or trade to me? What about the X?" Don't believe me...try it.

It is a tendency for people to believe things they see in paper or spoken by the media or some other source. Don't fall in that trap, but there's nothing unethical about 'accidentally' dropping an article clipping about "The Real Estate Market Slows Down: Houses Not Selling" while fumbling with your things when dealing with a seller (or with a buyer dropping "Real Estate Market Heating Up: Buyers Paying Dearly" for that matter). People have the choice of what they choose to believe. I choose not to believe the media too much, but if they do there's nothing wrong with using that to your advantage.

"If it doesn't work for both of us, then we don't want to do it, do we?" Make it clear you're not desperate to make the deal or you will never learn how to master the art of negotiating.

"I will lease your house with the right to buy it for the loan balance when I purchase. I'll guarantee your payment and maintenance until the loan is paid off and the house is out of your life. How does that sound?" Put all the benefits before the question. Give the seller enough information to encourage a positive response. MUCH better than "Will you lease option your home to me?"- agreed?

Add "OK?", "agreed?", "correct?", "right?", and "true?" onto statements the other party should understand... "you understand what I'm saying, correct?"

Source: Danny Welsh Link

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