Negotiations Skills Training

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 better outcomes 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.

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Negotiations Training

Dealing with Competitive Personalities
Negotiation Personalities: Competitive

We've all worked with those people who think everything is a competition. Whether competing with other colleagues for a bonus or an incentive program, arguing their point until they're blue in the face or simply enjoying the thrill of a sale, these people are always out to win. Generally, their personalities are such that it makes it easier for them to compete. They are engaging and friendly and often will talk your ear off. They are the type of people many enjoy knowing and, at the same time, are also the ones that many avoid like the plague. Why? Think about where you would deal with these people. Some are managers who truly expect the most out of their team. Others are sales reps, constantly looking for a new angle or a different way to sell.

They like to win. That makes Competitive negotiators interesting individuals with whom to negotiate. They can be quite persistent and, while not necessarily mean-spirited, very focused on getting the best deal for themselves or their company. Competitive negotiators tend to:

  • Look for ways to beat "the competition", be it internal or external
  • Achieve self-imposed goals or levels of achievement
  • Beat externally imposed goals such as productivity numbers, quotas and other measurements
  • Look to make a name for themselves and receive recognition
  • Compete just because they can. They love the thrill of the chase... the contest that pits them against colleagues or outside competitors

Unlike Chargers, who are so focused on wielding power and influence that they damage relationships and smash some china along the way, Competitive negotiators are more task and goal-focused. They have a target in their sights and they're aiming for a bullseye. While their personalities are such that they are easier to deal with and more congenial, they are still looking out for ways to get the best end of a deal. I

Some DOs and DONTs of dealing with a competitive negotiator include:

DON'T...

  • Be uncertain during a negotiation
  • Fail to keep promises or commitments
  • Lose sight that you have specific goals you need to achieve
  • Ignore the relationship
  • Waste their time

DO...

When you boil it all down, while this type of negotiator is trying to get the best deal, they generally have friendlier personalities and a relationship can go a long way.

For Negotiation Skills Seminar information please contact us.

Related: Negotiation Course

Negotiation Training

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