Why Is Negotiation Training So Important?

Business people operate in environments in which political and economic pressures are strong, and in which resources -- natural and human resources as well as time and money – may be scarce. Moreover, various diverse and competing groups (both within and outside of the organization) often do all they can to influence the goals and direction of the organization. Given such circumstances, negotiation is a central skill in managing conflict, creating value, and distributing resources.

Negotiation is ubiquitous. People want to participate in decisions that affect them, and will resist accepting decisions dictated by others. People differ, and they use negotiation to handle their differences. Whether the realm is business, government, or family and friends, people reach most decisions through negotiation. Even when people file a lawsuit, they almost always negotiate a settlement before trial.In our training, we explore the science and art of negotiation. The “science” is learned largely through seminar style discussions and lectures. The “art” is learned by experience in simulated negotiations.

TRAINING OBJECTIVES

• To enhance your awareness of the prevalence of negotiation and its impact on you
• To learn how to prepare for a negotiation
• To learn how to develop negotiating objectives and strategies
• To identify the principles of negotiation
• To learn to recognize and appreciate the impact of culture on negotiations
• To learn to recognize the “type” of negotiation
• To acquire a viable set of negotiation tools for various negotiating situations
• To practice applying principles and tools to different situations
• To internalize the negotiating principles and tools that work best for you
• To refine your communication skills

EXERCISES  

• Simulations create an experiential context for exploring behavioral principles, as opposed to merely discussing them as abstract theory or as principles apart from human and organizational dynamics.
• Simulations allow for spontaneity and involvement in the material and require more of a personal commitment from the participant than simply reading and discussing a case.
• Simulations permit the examination of behavior, as opposed to theoretical analysis or speculation. What people actually do is, of course, often quite different from what they say they would do or what we might expect them to do -– simulations enable us to experience what people actually do.
• Simulations also provide an opportunity to experiment with new ways of behaving without necessarily facing the real-world consequences of experimentation.
• Simulations enhance diagnostic skills for reading situations, interpreting complex human behaviors, and evaluating possible solutions.

Training will vary depending on the specific needs of each company or client.