Negotiation Skills Training Workshops

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 workshops 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 workshops. 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 workshops please contact us.

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Negotiations Training

You're Not the Only Game in Town:
Neutralizing Tactics: Competition

When push comes to shove and multiple people are trying to earn the business of a company, some people truly revel in taking advantage of the situation. Purchasing departments just love to pit various vendors against each other so as to get the best deal on a product or service purchase. Car dealers have been using this one for years...

Sally Driver: "It's nice and I really like the color. I need to think about it for a couple of days. Can I get back to you on Friday?"

Larry Haggler: "Suit yourself... there was a couple who was just here looking at this car. They're coming back this afternoon to buy it. I wouldn't wait.

This is a very powerful tactic and is used by buyers and sellers alike. Sellers know that when supply is limited that they can charge higher prices and use competition. Just watch prices shoot up when the hottest automobile rolls off the assembly line. Buyers use it when multiple suppliers are submitting bids for a purchase.

To neutralize this tactic, we recommend asking questions to uncover information on what the competition is offering. Is the offering truly the same or are there differences? Are the terms similar? Are there any hidden fees? There is a great deal you can learn about what you're truly up against.

Telly: "I'm really surprised by this agreement. There are some terms that are a bit restrictive. You know, PressureChem's contract isn't as thick and their pricing is more attractive than what you are offering us."

Kelly: "Can you give me an idea of what PressureChem's pricing includes? Maybe you can help me understand how they handle some of the terms that are of concern to you."

Once the Competition tactic is used on you, utilize questions to get to the bottom of the other party's real or alleged concerns:

• "Are there any volume requirements to get better pricing?"
  
• "What length contract are you being asked to sign to get that discount?"
  
• "Will they deliver the same product?"
  
• "What type of testing has their product undergone?"
  
• "Are the shipping terms the same?"
  
• "Will you have to purchase support from them as well?"
  

For Negotiation Skills Seminar information please contact us.

Related: Negotiation Course