Supply participants with a 'negotiation system'
Many suppliers of negotiation skills development initiatives approach negotiation training as something that is complicated instead of 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 involving 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 unprotected in multi-party, multi-issue, complex negotiations.
It would be a good wager that most professional golfers are better golfers than their trainers. 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 game, we understand that the borders between success and failure can be very small indeed. We learn through this affiliation that the professional golfer's trainer understands that his 'master's' game is mostly brilliant.
It is by paying attention to the small detail that changes in outcomes are achieved.
Business negotiation is like golf in many areas. To be a rounded business negotiator, one needs to have mastered all the key factors that represent leading practice in the field of negotiation.
An absolute and rounded method should be followed that covers the 4 important factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is important that we first understand how we react in our negotiations when under stress, before we learn to engage new skills.
Research shows that only 5 to 25 % of the material 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 critical that people should be given a negotiation system aiming at:
* Supplying them with a standardised negotiation preparation check list (preferably 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 ensure that you don't focus on an academic training program that has little practical application within your industry. 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 program that joins sound academically researched and validated rules with proven practical credentials.
Create a best practice negotiation supporting network
What happens after the training program? This is a very 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 doing 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 library of the business?
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 outflows 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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