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Effective negotiation is dependent on a number of key factors. One of the least discussed, yet most essential, is mutual trust and understanding. Without these, the probability of successful negotiations is significantly minimized. Too often, negotiators enter into a negotiation with an adversarial relationship, and many negotiators make very little attempt to openly and adequately communicate with their counterpart.

Over the past three plus decades, I have successfully negotiated numerous contracts and agreements in a variety of different industries. Without a doubt, negotiations go best when they begin casually, with the negotiators taking some time to get to know their counterpart. Most professional negotiators understand this reality, but sometimes a negotiator “postures” for either political or other reasons. When that happens, it often creates an aura of frustration, and negotiations often break down into personality conflicts.

The most effective negotiations always begin with negotiators communicating openly. While some negotiators like to “play hardball,” it is almost never productive. Open communication requires that negotiations follow certain steps. These include:

(1) Both sides fully explain their needs and requirements. If there are budgetary issues, these should be explained upfront, so that there are no misunderstandings.
(2) Both sides need to be honest with each other. Being honest doesn’t mean giving in to everything the other side wants, but understanding fully what is be requested, and why.
(3) If this is either a hotel or food and beverage negotiation, the facility must understand what is being asked for. Are there alternatives that will make it less expensive for the facility, thus permitting it to pass along that savings to the prospective client?
(4) In the hotel/ food and beverage scenario, if a hotel believes it cannot deliver what is being requested, at the quality level and price point requested, it should state that upfront.
(5) If either side is negotiating with more than one party simultaneously, that should be fully disclosed. The negotiator should also explain why this is being done.
(6) When one side is unreasonable, negotiations usually fail. Often, the worst case scenario is that the two sides agree, and that the deal is so one-sided that the other side is unable to deliver when and what is needed and was promised.
(7) Negotiators should only promise what they can deliver.
(8) Negotiators should have sufficient authority to make the necessary agreements and frameworks of the deal. Too many levels of negotiation is generally catastrophic to a good end result.
(9) Negotiators should be direct and to the point.
(10) Specific needs and/or requirements must be disclosed upfront.
(11) Each side should submit their requests for concessions from the other.
(12) The best result of any negotiation is when it is “win-win.”
(13) The best result of any negotiation, in the long term, results in a deal that is fair to both sides.

Most individuals are not good negotiators. Amateur negotiators often destroy doable deals! Parties to negotiations should both use professional negotiators, who understand what needs to be done to “hammer out a deal.” Please read my Associated Content articles on various aspects of negotiating.

If you get to the second stage of the job application process and are invited for interview, you may well find that candidates are required to give a presentation – a prospect which terrifies many jobhunters! The presentation generally lasts for 5 or 10 minutes and usually applicants are warned before the interview, but sometimes it’s sprung upon them on arrival.

Whichever scenario you encounter, you can make sure you are well prepared. If you know the subject of your presentation in advance, this is obviously a great deal easier, but also means much more will be expected of you. So you must take the time to put together a professional presentation and practise it until you can do it in your sleep!

Let’s assume you know your subject in advance. Here are a few pointers to ensure a smooth presentation.

Read the Brief

You must make sure you understand exactly what you are required to talk about in your presentation and to whom it will be addressed. The subject matter is likely to be something specific about the company itself or an aspect of the job. Your audience could be anyone – staff members, clients, potential partners, students considering joining the organisation.

Be Aware of your Audience

It’s important to prepare a talk aimed at the audience, rather than the interviewers. For example, if you are being interviewed for a post in student services at a university or college, you may be asked to explain the student loans system and other sources of funding to a group of new students. The people facing you will all be managers and HR staff. Some of them will know the system and others won’t know or care to know. But you have to imagine that you are talking to a group of students, all of whom are really worried about how they are going to manage their finances. So prepare accordingly.

Timing

If you are asked to give a 5 minute presentation, make it 5 minutes, not 10. A few seconds over or under is fine and for a longer presentation, you’ll get away with a minute or two. But if you ramble on for 10 or 15 minutes in a supposedly 5 minute talk, you will not make a good impression. What will this say about you? That you are not good at managing time and/or you are not good at following instructions.

How can you ensure your presentation is the correct length?

You can practise!

In this case, practice does make perfect. So practise aloud, with actions, until you get it right. Perform to your friends, relatives, the cat or anyone else who will listen. They can also give you some feedback on content. Well, except the cat, perhaps. Although if it walks off in disgust, you might want to consider making a few changes!

The more presentations you give, the easier it gets in all respects, including timing. So if you are used to presenting, being put on the spot should not cause a problem with timing.

And What If You are Dropped in at the Deep End?

If you suspect you might be required to give a presentation without warning, you can still do plenty of preparation. Choose the topics which you think are likely to come up and prepare those. Think about the job and what will be expected of you – what sort of knowledge and skills will you be expected to have already? And make sure you do your research on the company – the presentation could be designed to test how much homework you’ve done. Come up with a few general points which would fit a presentation related to any job in the field you’re applying for and then before each interview, prepare one or two points which are specific to the post concerned.

Even if you don’t get an exact match with your prepared talk, you’ll be so used to presenting that you’ll able to put together an alternative very quickly.

© Waller Jamison 2005

Choosing a career are very difficult. It is not easy trying to figure out what a person wants to do for the rest of their life that is profitable and they would be good at. Negotiation skills training is something that is useful for many different kinds of careers.

There are a lot of things that get negotiated in everyday life. Someone are buying a house or a car and want to get the best deal. It is very important to negotiate the price of these items.

There are many situations where people are able to negotiate what they are buying – i.e. the price of a good, their salary is, and more. Everybody is a different reason for wanting a better deal. There are many things that people can get a better deal on just by knowing how to negotiate.

Training on this is very important in many different kinds of jobs. Sales jobs are just one example that requires someone good at negotiation. This is because salespeople have to know how to keep people from getting something for too low of a price, but they don’t want to lose sales either.

In negotiation skills training, people learn how to deal with many situations. There are several different types of skills that participants can learn and it’s particularly effective because they are practice what them.

Preparation is very important for negotiation. People need to make sure that to ask and answer questions and to make counter offers. They should know what the lowest price that they could accept on something would be – their walk away.

Many of these training sessions outside of the workplace. They are purposely done in places where people are able to concentrate on the training. The staff that is doing the training will have a lot of experience in dealing with many situations.

It is a fun training session for some people. They will get to see what happens when things go right. They will also get to see what happens when things go wrong. But most importantly they practice in a safe environment.

It is very important that people are able to hold their own when they are in this situation. They will learn how to argue both sides. It is important to stay calm through this but to also stay firm with the offer in many situations.

There are times when one are flexible with the price. Other people cannot afford too flexible. Every situation will very important to know what is negotiable.

Everybody will negotiate at some point in their life. They can choose to take that opportunity or just give in to the other person. One of the best methods is to use a planning tool to get themselves ready for these situations.

Each training session will give the attendees the opportunity to use life situations to figure out their own skills. Knowing how much a person knows about this will help them be more open to learning from the session. There are many habits, skills, or tools that they will learn and make them better and more confident.

Negotiation skills training offers people the skills that they need to succeed in more than just business. This is very important for a successful negotiation of anything.