Training 'key' to achieving better negotiation technique
Focusing solely on price can affect a deal
Training is necessary to improving negotiation technique, it has
Jim Hornickel, co-founder of self-improvement specialist Bold
New Directions, expressed his belief that talks will run smoothly
if negotiators are equipped with the required skills.
Many employees focus solely on price when negotiating a contract
which can often be detrimental to the relationship between the
Mr Hornickel wrote on ezinearticles.com: "The relationship
between the negotiating parties absolutely influences how well the
"Deepening your ability to read the other party and work with
them with more ease will positively impact how the process goes
along with the bottom line end results."
This increased focus on relationships can be learned at
negotiation workshops, while staff should also study the other
side's demeanour to create a more relaxed atmosphere, he added.
Negotiators who act in a similar way to their opponents can
often find a common ground which could improve the chances of
successfully completing a deal.