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TRAINING FOR SUCCESS: 4 EXPERTS SHARE WHY NEGOTIATION TRAINING IS ESSENTIAL

If you’re wondering if negotiation training is worth the investment, consider the words of experts with more than a half-century of collective experience in helping organizations build their bottom line. Here’s what they have to say:

TRAINING HELPS PROFESSIONALS IDENTIFY WIN-WIN OPPORTUNITIES

Koka Sexton, Global Industry Principal, Social Selling Labs

“Negotiation training is probably one of the most important sales skills besides making initial contact with the buyer,” says Koka. “Any complex sales process will require some form of negotiation.”

He believes that sales professionals will position themselves better when “they can articulate the natural give and take of a deal” and understand what the buyer is really interested in.

“Negotiation is about finding the win-win,” he explains. “And if you are not good at understanding negotiation skills then you will lose more times than not.”

NEGOTIATION TRAINING HELPS EVERYONE WORK SMARTER

Marc Jablon, Executive Negotiation Trainer and Facilitator, SPASIGMA

Negotiation training is essential to the bottom line, says Marc, because it develops the skills that:

1.      Put to rest any concerns that your purchasing or sales team will give too much away.

“Instead, they’ll think about what’s happening in the moment,” says Marc. “They’ll be aware of the negotiation tactics being employed by the other party to influence negotiation.”

2.      Help the team work together better. “It gives the various stakeholders in your organization – often people whose skill set doesn’t necessarily fit the rigors of the negotiation process and the patience required therein – a common language to help them collaborate internally before interfacing with the other party,” notes Marc.

3.      Build better relationships and deals. “It helps you reexamine and perhaps think differently about how to strengthen current agreements with your business partners without sacrificing the relationships you’ve built along the way,” he says.

GOOD NEGOTIATION TRAINING ENSURES LONG-TERM BUSINESS STABILITY

Jon W. Hansen, Editor-In-Chief, Procurement Insights

Jon believes the bottom line is built through negotiation training that establishes relationships, enhances collaboration, and doesn’t make gains at the expense of the trading partners.

“If the training is based upon the open-book framework, championed by thought leaders such as Andy Akrouche, in which transparency and collaboration are key tenets, then it would be essential. In fact, I would go so far as to suggest that possessing these skills would be necessary to ensure not only bottom-line outcomes, but long-term stability for the practicing organization.”

TRAINED PROFESSIONALS BUILD BETTER DEALS AND RELATIONSHIPS

Skip Tucker, Master Negotiator and Trainer, SPASIGMA

Negotiation training positions professionals to negotiate better and, consequently, leave less money on the table.

“A one- or two-percentage point difference might not sound like much, but that could translate into some serious money, either gained or lost,” points out Skip.

But with negotiation training, you can be better assured those gains won’t be made at the expense of the relationship with the other party. Good training helps make sure everyone leaves the negotiation table satisfied.

“In a one-on-one, one-time negotiation, it’s not as important,” says Skip. “When I’m buying a car, I’m not all that concerned whether the dealership is happy, as long as I am. However, successful businesses are built on long-term relationships. In those cases, it’s imperative that both parties are satisfied with the outcome for the long haul, something the trained negotiator is much more likely to be able to provide.”

If you’re looking for more insight from people who have been in the negotiation trenches and come out stronger than ever, be sure to check out Best. Advice. Ever: 10 Top Negotiators Come Together to Share the Best Advice They’ve Ever Received.

Tagged With: negotiation strategies and techniques