Ensure To Examine These 2 Elements When Sourcing A Business Negotiation Initiative, It Will Be A Mistake Otherwise
Equip individuals with a 'negotiation system'
Many providers of negotiation skills development initiatives approach negotiation training as something that is complicated rather than complex - in other words, they promote a method to negotiation that is sequential & linear (promoting for instance that there are a certain number of steps involved in all negotiations).
This kind of complicated & linear approach will empower individuals & organisations with the tools to endure simple & one dimensional negotiations but will leave them seriously unprotected in multi-party, multi-issue, complex negotiations.
It would be a good bet that most professional golfers are better golfers than their trainers. Why then do they employ trainers?
Because it is almost impossible to analyse one's own game objectively. 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 affiliation that the professional golfer's coach understands that his 'master's' game is mostly brilliant.
It is by paying attention to the small detail that changes in outcomes are obtained.
Business negotiation is similar to golf in many ways. To be a rounded business negotiator, one needs to have conquered all the key elements that represent leading practice in the field of negotiation.
A complete and rounded method should be followed that covers the 4 key elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is critical that we first comprehend how we respond in our negotiations when under stress, before we learn to deploy new skills.
Research shows that only 5 to 25 % of the material shared during a business negotiation session will be retained by participants. So as to ensure the application of negotiation best practices in the workplace it is vital that individuals should be given a negotiation system that serves to:
* Supplying them with a standardised negotiation preparation check list (preferably customised to support the business negotiation strategy & process).
* Give them easy access to all the negotiation strategies, tactics & techniques that are useful to support their negotiations.
You should safeguard not to invest in an academic training program 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 program that is only directed at tactical negotiation tricks & techniques.
It is best to find a course that combines sound academically researched and validated principles with proven practical credentials.
Develop a best practice negotiation supporting environment
What happens after the training program? This is a really important question.
Will you provide the delegates with 1-on-1 coaching to help them apply the best practice principles to their professional negotiations?
Will you be running short follow up sessions at regular intervals to reinforce the learning?
Will you develop a negotiation knowledge base so participants can access experience & information already in the library of the organisation?
As you can see, in many ways the training program is only the start of the process. To guarantee maximum savings in time, reduction in expenses and increases in profits, it is essential that you develop and instill a best and leading practice based negotiating culture within your business.
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