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Training & Development
The Negotiation Institute is the longest running negotiation skills seminars and training organization in the world. We currently offer professional negotiation consulting and a number of in-house training programs for companies, educational institutions, governmental bodies, and associations of every nature. Over 1,000,000 people have attended our sessions.
Negotiation Consultants
Our expert negotiation consultants can help you get the best out of your negotiations. The most unique aspect of our training program is that we teach you how to negotiate using the Everybody Wins approach to negotiation. Using this approach, all negotiating parties can come out as winners.
To discuss your specific needs and how we can tailor the program to your specific needs please call 212-683-1834 or Email us at info@salestraininganddevelopment.com
On-site Training Programs
The Negotiation Institute specializes in on-site negotiation training programs. These in-house seminars have been honed and customized to suit your specific needs. Choose from our most popular negotiation seminars:
The Art of Negotiating - Everybody Wins Seminar ®
Negotiating Outsourcing: How to Successfully Manage Outsourcing
Labor - Management Negotiations Seminar
Environmental Regulatory Negotiations - Everybody Wins ® Seminar
The Big Sale: Sales Training - Negotiation Skills Seminars
Mergers & Acquisitions Negotiation Seminars
Women and the Art of Negotiating
Train The Trainer in The Art of Negotiating
Negotiating when English is your Second Language
Error Awareness Seminar
Creative Thinking Seminar: The Art Of Creative Thinking
Professional Negotiation Seminars
Our experts teach techniques and skills that can be applied to numerous circumstances, each time adapting to the needs of the negotiating environment. Negotiation skills in this respect include:
Learn to think like a negotiator.
Achieve financial success, increase profitability and gain new opportunities.
Learn how to work through potentially problematic negotiations and negotiators.
Discover new solutions to business and personal problems.
Prevent or resolve disputes and conflicts.
Improve your worth to your organization.
Improve individual, department, and company productivity.
Improve your management and interpersonal skills.
Improve selling/purchasing skills.
Negotiate in any situation with skills that will last a lifetime.
Training Seminars Made Easy
Negotiation Institute training seminars are customized for your organization. Our negotiation consultants are experts in their field.
Your problems will be the subject matter of the seminar.
All information will remain confidential.
Group interaction contributes to creative solutions.
It is cost effective.
You choose the time and place.
About The Negotiation Institute
The Negotiation Institute, formed in 1966 by Gerard I. Nierenberg, is the pioneer organization devoted to the study of negotiation and related fields. The Institute offers state of the art training to governments, executives, business and educational organizations around the world. To date over 1,000,000 people have attended the sessions.
The Founder
Nierenberg Negotiation Training Seminars Institute Gerard I. Nierenberg, a successful lawyer, was the first to realize the role negotiation plays in resolving disputes in personal, business and international relations. He discovered that the philosophies of the negotiators determine the direction a negotiation takes. His experience confirmed that an "Everybody Wins ® " philosophy, which assures that all parties benefit from a negotiation, creates longer-lasting and more successful outcomes than the adversarial "winner takes all" approach. All the parties must take responsibility for steering the negotiation to a successful conclusion for all: with this insight, he created a new path to successful negotiating.
His 20 best-selling books on negotiation and related subjects have been translated into 30 languages. They amplify his ideas which have revolutionized the way the world looks at negotiation. Learn more about Gerard Nierenberg and the Negotiation Institute. Let the Negotiation Institute show you how to achieve an "Everybody Wins" solution in all your future negotiations.
"A jack of all negotiating trades - his client list reads like a list of Fortune 500 companies - Nierenberg has built a successful business teaching... the techniques of negotiating to major corporations, trade groups, and other organizations."
- Associated Press
Clients
Over the past 4 decades, the Negotiation Institute has provided the world's most well-known and respected negotiation training seminars. Our clients are the largest national and international businesses and industries, local and regional governments, universities, colleges, and other educational institutions, as well as dozens of associations.
We are proud to say that our clients include: Sears, Pfizer, Esso, the Food and Drug Administration (FDA), the Federal Aviation Administration (FAA), University of Massachusetts, Columbia University, Texas A & M, the National Science Foundation, the American Medical Association (AMA), banks, and hundreds more. Moreover, we have advised Presidents Clinton and Carter as well as negotiated Bangladesh's independence. Please visit our negotiation client list for an extensive listing.
The Negotiation Institute has lead public seminars and in-house training in dozens of cities around the world. Some of these cities include New York, Philadelphia, Pittsburgh, Boston, Washington, Seattle, Phoenix, Miami, Atlanta, Chicago, Los Angeles, Dallas, Houston, Denver, San Francisco, Detroit, Toronto, Calgary, Mexico City, Buenos Aires, Melbourne, Sydney, Brussels, Sao Paulo, Auckland, Santiago, London, Helsinki, Paris, Berlin, Athens, New Delhi, Jakarta, Tel Aviv, Rome, Tokyo, Kuala Lumpur, Cape Town, and Barcelona.
In addition to English, our international and national professional negotiation seminars are presented in multiple languages including Spanish, French, Japanese, Chinese, Greek, Italian and dozens more with the help of translators.
We specialize in on-site seminars.
The seminars can be licensed by your organization.
To discuss your specific needs and how we can tailor the program to your specific needs please call 212-683-1834 or Email us at info@salestraininganddevelopment.com
The Negotiation Institute proudly offers its world renowned Art of Negotiating - Everybody Wins seminar. This powerful seminar was developed using Gerard Nierenberg's original materials. Enrich your negotiation skills and let everyone come out a winner with the help of this unique seminar. This seminar
is offered as an on-site negotiation skills training workshop.
Acquire Powerful Negotiation Skills
In the Art of Negotiating - Everybody Wins seminar, you will learn to:
Achieve financial success.
Discover new solutions to business and personal problems.
Prevent or resolve disputes and conflicts.
Improve your worth to your organization.
Improve individual, department, and company productivity.
Improve your management and interpersonal skills.
Improve selling/purchasing skills.
Increase your profitability and gain new opportunities.
Negotiate in any situation with skills that will last a lifetime.
Your success is directly related to the outcome of your negotiations and the outcome of your negotiations is an agreement. Your agreements can be strong or weak; short lived or lasting; cooperative or hostile; favorable or unfavorable - in short, the agreements you negotiate dictate:
Whether or not you close an important sale.
What you pay for goods and services.
The terms of your purchase or sale.
Whether or not you get a signature on a contract.
Whether or not you gain a cooperative agreement or adversaries who fight
your every move.
Whether to trade one of your conditions for a concession or see your negotiations end in a stalemate.
When you get right down to the bottom line, your ability to make and keep any relationship depends on how well you can negotiate an agreement.
Nierenberg's Methods, Strategies And Gambits Work For Anyone
We Prepare You To Achieve Maximum Results
If you have an important or difficult upcoming negotiation, The Art of Negotiating seminar will prepare you to achieve maximum results. This learning experience will have a lasting effect on your future success. You will gain first hand information on how to refine your negotiating skills with Mr. Nierenberg's methods.
You'll learn techniques that neutralize surprises or "ambushes" from the other side.
You'll find the key to consistent and lasting results from your negotiations - with proven alternatives you can adapt and use immediately.
You'll see how to read your opponent like a book - unveil hidden meanings in conversations - and analyze your opponent's nonverbal behavior.
You'll discover why some negotiators succeed time and time again - knowing how to select the proper negotiating 'climate' to increase the odds of success.
You'll be shown how the pros prepare for a negotiation - how to rehearse your strategy so that both you and your opponent come out a winner.
You'll be given offensive/defensive strategies such as crossroads (intersect, entwine, entangle), bracketing (how to make and hit the mark), reversal (go forward or backward) and other effective techniques.
You and the other participants will demonstrate and see for yourselves new alternatives that reduce the risk your negotiations will deadlock.
You'll learn what it takes to reinforce sustain a negotiating success once it's achieved.
These are just some of the ways that the Art of Negotiating - Everybody Wins ® seminar can improve your negotiating skills. Below is a general outline for this seminar. Note that seminars are custom-made to suit all of our clients.
Getting Ready To Negotiate
Finding your hidden assumptions, anticipating theirs
The all important opening issues vs. objectives
The right tools
Maximum and minimum positions
Check lists and special Nierenberg Preparation Map
Getting What You Want - Nierenberg's Need Theory of Negotiation
Satisfaction of needs
Understanding/recognizing needs
Changing win/lose positions
Finding common interest
Using Questions And Listening To Control Negotiation
Questions and Conversations
Questions and anxiety
How to formulate questions
Question matrix
Essential functions of questions
Using functional questions to close
Use a customized question map for preparation
Tools For Using Creativity In Your Negotiation
Role playing
Psychodrama
Conferences
Brainstorming
Homework
The Art of Negotiating Software
How To Control Negotiation Conflict By Controlling The Climate
Elements of climate, attitude, Meta-Talk, gestures
Typical climates and how to predict them
Experimentation in creative negotiating climates
92 working climates you should know
Reading Non-Verbal Communications
Meta-Talk (hidden meanings) and how it applies to negotiating dialogue
Reading gestures, feelings, expressions, mannerisms
Loaded words
Ear-opening methods
Type of room, type of table and seating arrangements
Evaluate Negotiating & Improve Skills
Reason for failure
Skills needed for success
Demonstration of skills by participation
Real estate examples
Checklist for buyers and sellers
Prices considerations
Caucus with your team
Buying-selling considerations
Varieties of contract
Labor-management agreement
Mergers and acquisitions
Internal corporate negotiating
Make your negotiation competence appreciated and recognized.
Special Tactics & Counters
Limited authority
Deadline
Low-balling
Partnership
Blackmail, kidnapping-hostage tactics
Personalize
Non-negative demands (and others)
Sole source supplier
Using and Countering and Major Strategies
Good guy/bad guy
Forbearance
Fait accompli
Bland withdrawal
Last clear chance
Reversal, feigning, setting limits
Randomizing
Association and disassociation
Crossroads
...and many more
Making the Agreement Stick
Make agreements in spite of competition
The marks of a successful negotiation
Making one agreement lead into the next
Flexible and internal procedures
Plugging the "holes" In an agreement
Negotiation Philosophes - Everbody Wins
Is your negotiating philosophy serving you?
Appraising your negotiating philosophy
Cooperative process - Success
Negotiation is not a game
Reaching a life balance
When to stop
You can change your philosophy to create successful conclusions
To discuss your specific needs and how we can tailor the program to your specific needs please call 212-683-1834 or Email us at info@salestraininganddevelopment.com
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