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 advocate 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 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 almost all 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 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 excellent.
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 conquered all the key elements that represent leading practice in the field of negotiation.
A complete and rounded approach 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 comprehend how we respond in our negotiations when under stress, before we learn to deploy new skills.
Research proves that only 5 to 25 % of the information shared during a business negotiation workshop 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:
* Provide 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 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 invest in 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.
Develop a best practice negotiation supporting environment
What happens after the training program? This is a really important question.
Will you provide the participants 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 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 engagement 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 business.
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All businesses run into trouble or come across slow periods now and then. This isn't something you should panic over but it is a situation which needs you to put some ideas into action to put the firm back on the right path again.
