Negotiation Seminars Training
 

Negotiation Institute Inc.
Empire State Building
350 5th Ave, Ste 5701
New York, NY 10118
Email:gerardn@negotiation.com
Phone: 212.888.0053
Fax: 212.888.7775


Negotiating/Communicating
When English Is Not Your First Language
Seminar

The Negotiation Institute is the world's most well-known negotiation training organization. Our client list is broad and extensive and we have provided Negotiating/Communicating When English is Not Your First Language on-site/in-house training seminars to many of them.

Using Your Language Abilities
Foreign language negotiations are seldom easy and the English language is often a source of anxiety for those whose first language is not English. Even those who speak English fluently are sensitive when under pressure to fully understand what is being said. You can only get what you want when you understand the other side and they understand you. This course will allow you to use all of your language abilities.

Negotiating calls for a highly complex set of knowledge and skills. First, the successful negotiator brings to the table an understanding of the field(s) immediately involved, such as drafting international agreements, labor disputes, divorce settlements, contractual agreements, and so on.

Learn the Strategies for Successful Negotiations
In addition to bringing a firm grasp of the subject under discussion, a negotiator should know and be able to utilize planning skills along with strategies and tactics necessary for an exchange of ideas resulting in a settlement which best meets the needs of all concerned. However, there is an area of expertise, sometimes overlooked, which can thwart all the preliminary knowledge and work. For in the final analysis, success is dependent on the effective communication of the negotiator; one’s language, both verbal and non-verbal is the determiner of the outcome.

As it is, in this age of increasing global interaction among people in every sphere of life, the necessity for communicating clearly is difficult because of language barriers. And so, the urgent need for understanding and agreement on every conceivable subject, activity and level of human experience serves to underscore the importance of language as the key to effective communication.

The Negotiation Institute provides flexible seminars that are tailored based on your requirements. The following is a general outline for the Negotiating/Communicating When English is Not Your First Language on-site/in-house training seminar.

Click here to Contact the Negotiation Institute or Call 212-888-0053

 

Getting Ready to Negotiate

  • Finding your hidden assumptions, anticipating theirs
  • The all-important opening issues vs. objectives
  • Having the right tools
  • Maximum and minimum positions
  • Check lists and special Nierenberg Preparation Map

Getting What You Need
Nierenberg’s Need Theory of Negotiating

  • Satisfaction of needs of All Parties
  • Understanding and recognizing needs
  • Changing win/lose positions
  • Finding and using common interest

Verbal Communication - Listening

  • Invite them to communicate by your willingness to listen
  • Show them you are ready to listen
  • Show them you are ready to listen by giving your attention
  • Show that you understand
  • Support and reinforce them
  • Link up with them
  • Echo what they say
  • Repeat and emphasize part of what they say
  • Paraphrase what they say
  • Reformulate what they say in a question
  • Summarize what they say

Verbal Communication - Questioning

  • Interrogative structure in English
  • Review of tactics involving questions
  • Offensive question tactics
  • Defensive question tactics

How to Control Negotiation Conflict
How to move people from

  • Understanding climate
  • Deciphering attitudes
  • Interpreting gestures
  • Typical climates and how to predict them
       Experimentation in Creative Negotiating Climates
       92 Negotiating climates you should know about

Become Powerful by Understanding What You Hear & What You See

  • Meta-Talk: the hidden meaning behind the words you hear
  • Reading gestures, feelings, expressions and mannerisms
  • Loaded words and their effects
  • Ear-opening methods of listening
  • Type of room, type of table and seating arrangements and their effect on the negotiation

Topics to Discuss

  • Reasons for failure
  • Skills needed for success
  • Demonstration of skills by participation
  • Real estate problems
  • Checklist for buyers and sellers
  • Prices considerations
  • The thinking man's sales negotiation
  • The use of teams
  • The value of knowing when to caucus
  • Buying and selling considerations
  • Varieties of contracts
  • Labor-management
  • Mergers and acquisitions
  • Internal corporate negotiating
  • Make your negotiation competence recognized and appreciated
  • Agent with limited authority
  • Deadline
  • Low-balling
  • Partnership problems
  • Blackmail, kidnapping-hostage tactics
  • Negative demands
  • Dealing with a sole source supplier
  • Good guy/bad guy
  • Forbearance
  • Fait accompli
  • Bland withdrawal
  • Last clear chance
  • Reversal, feigning, setting limits
  • Randomizing
  • Association and disassociation
  • Crossroads, and many more

How to Make Agreements

  • The power of competitive agreements
  • The mark of a successful negotiation
  • How to make one agreement lead to the next
  • Learning to be flexible
  • Plugging the "holes" in an agreement

The Importance of a Negotiating Philosophy
Everybody Wins®

  • Appraising your negotiating philosophy
  • The cooperative process - Success
  • Are you stuck in the “game” vocabulary?
  • Is your negotiating philosophy serving you?
  • Do you know how to conclude?

 


Click here to Contact the Negotiation Institute

 

Classic Seminars

 

Sales Training Seminars

Home | Negotiation Skills Training | Post Seminar Support | View Brochure | Watch Video | Client List
Negotiation Specialists | Quotes and Press | Learning Materials | Articles | Contact Us | Sitemap


All Contents Copyright 1998-2008 Gerard Nierenberg, negotiation .com - All Rights Reserved