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Make Sure To Look At These 2 Factors When Seeking A Business Negotiation Program, 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 instead of complex - in other words, they advocate 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 & 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 wager that almost all 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 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 trainer understands that his 'master's' game is mostly excellent.
It is by paying attention to the small things that changes in outcomes are obtained.
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.
An absolute and rounded approach should be pursued that covers the 4 key factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is critical that we first understand how we respond in our negotiations when under pressure, before we learn to engage new skills.
Research proves that only 5 to 25 % of the information shared during a business negotiation engagement will be retained by participants. 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 aiming at:
* Provide 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 support their negotiations.
You should ensure that you don't invest in an academic training course that has little practical application within your industry. At the same time you don't want to invest in 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 principles with proven practical credentials.
Create a best practice negotiation supporting environment
What happens after the training intervention? This is a very important question.
Will you provide the participants 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 reinforce the learning?
Will you create a negotiation knowledge base so participants can access experience & information already in the possession of the business?
As you can see, in many ways the training engagement 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 develop and instill a best and leading practice based negotiating culture within your organisation.
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