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Ensure To Look At These Two Elements When Seeking A Business Negotiation Program, It Will Cost You Dearly Otherwise
Equip participants with a 'negotiation system'
Many suppliers of negotiation skills development programmes approach negotiation training as something that is complicated instead of complex - in other words, they promote an approach to negotiation that is sequential & linear (advocating 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 survive in simple & one dimensional negotiations but will leave them dangerously exposed in multi-party, multi-issue, complex negotiations.
It would be a good wager that most professional golfers are better golfers than their coaches. Why then do they employ coaches?
Because it is almost impossible to analyse one's own game objectively. 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 trainer understands that his 'master's' game is mostly brilliant.
It is by paying attention to the small things that changes in results are obtained.
Business negotiation is similar to golf in many ways. To be a rounded business negotiator, one needs to have mastered all the key factors that constitute leading practice in the field of negotiation.
An absolute and rounded method should be pursued that covers the four key elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is key that we first understand how we react in our negotiations when under pressure, before we learn to engage 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 ensure the application of negotiation best practices in the workplace it is critical that people should be supplied with a negotiation system aiming at:
* Supplying them with a standardised negotiation preparation check list (ideally customised to support the organisation's negotiation strategy & process).
* Give them easy access to all the negotiation strategies, tactics & techniques that are useful to support their negotiations.
You should ensure that you don't focus on an academic training course 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 course that is only focused on tactical negotiation tricks & techniques.
It is best to find a course that combines sound academically researched and validated principles with proven practical credentials.
Create a best practice negotiation supporting network
What happens after the training intervention? This is a very important question.
Will you provide the delegates with one on one coaching to help them apply the best practice principles to their vocational negotiations?
Will you be running short follow up sessions at regular intervals to reinforce the learning?
Will you create a negotiation knowledge base so delegates can access experience & information already in the possession of the business?
As you can see, in many ways the training program is only the beginning of the process. To ensure 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 organisation.
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