Posted by: nbaground on: January 25, 2010
Supply participants with a 'negotiation system'
Many suppliers 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 involved in all negotiations).
This method of complicated & linear approach will empower individuals & businesses with the tools to survive in simple & one dimensional negotiations but will leave them dangerously 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 almost impossible to examine one's own game accurately. When at the top level of golf, as in any game, we understand that the borders 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 obtained.
Business negotiation is like golf in many areas. To be a rounded business negotiator, one needs to have mastered all the key factors that constitute leading practice in the field of negotiation.
A complete and rounded method should be pursued that covers the 4 key factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is vital that we first understand how we react 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 session will be retained by participants. So as to guarantee the application of negotiation best practices at the office it is critical that people 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).
* Give them easy access to all the negotiation strategies, tactics & techniques that are beneficial to aid their negotiations.
You should ensure that you don't focus on 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 course that joins sound academically researched and validated rules with proven practical credentials.
Create a best practice negotiation supporting network
What happens after the training course? 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 running short follow up programmes at regular intervals to strengthen the learning?
Will you create a negotiation knowledge base so delegates 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 expenses and increases in profits, it is important that you create and instill a best and leading practice based negotiating culture within your organisation.
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