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Ensure To Examine These 2 Elements When Seeking A Business Negotiation Initiative, It Will Cost You Dearly Otherwise
Equip participants 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 advocate a method to negotiation that is sequential & linear (advocating for instance that there are a certain number of steps involving all negotiations).

This method of complicated & linear approach will empower individuals & organisations with the tools to survive in simple & one dimensional negotiations but will leave them seriously exposed in multi-party, multi-issue, complex negotiations.

It would be a good bet that almost all professional golfers are better golfers than their trainers. Why then do they employ coaches?

Because it is nearly impossible to examine one's own game objectively. When at the top level of golf, as in any game, 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 excellent.

It is by paying attention to the small detail that changes in results are achieved.

Business negotiation is like golf in many ways. To be a rounded business negotiator, one needs to have mastered all the key elements that constitute leading practice in the field of negotiation.

A complete and rounded approach should be followed that covers the four important factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is key that we first understand how we respond in our negotiations when under pressure, before we learn to deploy new skills.

Research proves that only 5 to 25 % of the material shared during a business negotiation workshop will be retained by delegates. So as to guarantee the application of negotiation best practices in the workplace it is critical that individuals should be supplied with a negotiation system that serves to:

* Provide them with a standardised negotiation preparation check list (preferably customised to support the organisation's negotiation strategy & process).

* Provide them with easy access to all the negotiation strategies, tactics & techniques that are beneficial to support their negotiations.

You should ensure that you don't invest in an academic training course that has little practical application within your environment. At the same time you don't want to invest in the equivalent of a street fighters negotiation program that is only focused on tactical negotiation tricks & techniques.

It is best to find a program that joins sound academically researched and validated principles with proven practical credentials.

Create a best practice negotiation supporting environment

What happens after the training intervention? This is a really important question.

Will you provide the participants with 1-on-1 coaching to help them apply the best practice principles to their vocational negotiations?

Will you be doing short follow up programmes at regular intervals to reinforce the learning?

Will you create 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 engagement is only the start of the process. To ensure maximum savings in time, reduction in outflows and increases in profits, it is important that you develop and instill a best and leading practice based negotiating culture within your organisation.

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