Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and now I’ll just have to ask my boss/client/wife/committee if this is acceptable before it’s final.”? […]
Virtual Training Partners is offering its Introduction to Corporate Training in 3D Virtual Worlds on Wednesday, April 27, 2011 at 12pm EST. This program will be of particular interest to Training Professionals who are interested in learning about the latest innovations in Avatar-based training techniques. During this one hour program, participants will: Learn the benefits and
VTP Corporate Training in 3D Virtual Worlds Read More »
Create a team on your side. It may consist of co-negotiators, experts in various aspects or good cop-bad cop, information sources, and devil’s advocates with whom you can role-play. Practice before you go to the table. Assess the other side and the members of their team. Who are their decision makers? Don’t get caught by
7. Strategy and Team Read More »
You will never achieve a lofty goal unless you aim for it. Where would you like to come out? What would be ideal/ if you don’t reach it, you will surely never get it. At the very same time, know where your bottom line is. How much will you give up to make the deal?
6. Highest Goal/ Walk Away Position Read More »
Virtually all negotiators over-estimate their own weaknesses and the other side’s strengths. Try to take an honest inventory of each side’s real strong points and vulnerabilities. An analysis of the other items in the Preparation Planner should be a part of that inventory. Ask yourself if your vulnerabilities appear as weaknesses to the other side
5. Strengths and Weaknesses Read More »
Knowing your own realistic deadline in advance will tell you how much leeway you have before you take an entrenched position. Similarly, understanding the other side’s deadline may give you an edge or allow you to forego a point in order to gain somewhere. Deadlines are pressure points. Know where the pressure points are in
Your interests and theirs are the keys to getting past what seem like rock-hard positions. Interests are all about getting beyond what they say they want to what they might really want. In short, they are those things that you need the most, those things that mean the most to your side and, conversely, those
I am often asked whether or not the new Virtual Training technology will eventually eliminate the need for face-to-face training. I simply ask them: Did people stop going to church after Guttenberg printed the first bible? Let’s face it, distance learning started the minute Guttenberg finished with his printing press. In 1950, my dad learned how
Virtual vs. Live Training Read More »
Employing alternatives gives you the power of options. Going into a negotiation without options is like going into battle with one weapon. What if the battering ram won’t knock the door down? Did you bring grappling hooks to flight over the walls? If not, you’re not going to get inside. Alternatives make you less dependent
Knowing precedents gives you the power of the past. You can quote or cite, as well as learn from, those events that have already happened, thereby giving legitimacy and credence to your position. Knowing how similar transactions turned out in the past may also guide you in structuring this one. But don’t just focus on
