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Ensure To Look At These Two Elements When Seeking A Business Negotiation Initiative, It Will Be A Mistake Otherwise
Supply individuals with a 'negotiation system'
Many providers of negotiation skills development programmes approach negotiation training as something that is complicated rather than complex - in other words, they promote an approach to negotiation that is sequential & linear (promoting for instance that there are a certain number of steps involving all negotiations).
This method of complicated & linear approach will empower individuals & businesses with the tools to endure simple & one dimensional negotiations but will leave them seriously exposed in multi-party, multi-issue, complex negotiations.
It would be a good bet that most professional golfers are better golfers than their coaches. Why then do they employ trainers?
Because it is nearly impossible to examine one's own game accurately. When at the top level of golf, as in any sport, we understand that the margins between success and failure can be very small indeed. We learn through this partnership that the professional golfer's coach understands that his 'master's' game is mostly brilliant.
It is by paying attention to the small things that changes in outcomes are achieved.
Business negotiation is like golf in many areas. To be a rounded business negotiator, one needs to have conquered all the key elements that constitute leading practice in the field of negotiation.
A complete and rounded method should be pursued that covers the 4 important factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is vital that we first comprehend how we respond in our negotiations when under pressure, before we learn to deploy new skills.
Research shows that only 5 to 25 % of the information shared during a business negotiation engagement will be retained by delegates. So as to guarantee the application of negotiation best practices at the office it is vital that individuals should be supplied with a negotiation system that serves to:
* Supplying them with a standardised negotiation preparation check list (ideally customised to support the business negotiation strategy & process).
* Provide them with easy access to all the negotiation strategies, tactics & techniques that are beneficial to aid their negotiations.
You should safeguard not to invest in an academic training course that has little practical application within your environment. At the same time you don't want to focus on the equivalent of a street fighters negotiation course that is only directed at tactical negotiation tricks & techniques.
It is best to find a program that joins sound academically researched and validated rules with proven practical credentials.
Develop a best practice negotiation supporting environment
What happens after the training intervention? This is a really important question.
Will you provide the delegates with one on one coaching to help them apply the best practice principles to their professional negotiations?
Will you be doing short follow up programmes at regular intervals to strengthen the learning?
Will you develop a negotiation knowledge base so participants can access experience & information already in the possession of the organisation?
As you can see, in many ways the training program is only the beginning of the process. To guarantee maximum savings in time, reduction in outflows and increases in profits, it is important that you create and instill a best and leading practice based negotiating culture within your business.
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Instead of indicating to your opposite number that supporting my offer will assure a deal, it may be even better to say and specify what they are going to squander if they do not support it.
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This is a question that many people before have tried to answer, but this is the wrong question and this is why.
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