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Ensure To Look At These 2 Elements When Seeking A Business Negotiation Initiative, It Will Cost You Dearly Otherwise

Supply individuals with a 'negotiation system'

Many providers of negotiation skills development initiatives 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 kind of complicated & linear approach will empower individuals & businesses 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 wager that almost all professional golfers are better golfers than their coaches. Why then do they employ trainers?

Because it is almost impossible to analyse one's own game accurately. 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 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 similar to golf in many areas. To be a rounded business negotiator, one needs to have conquered all the key elements that represent leading practice in the field of negotiation.

An absolute and rounded approach should be pursued that covers the 4 key elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is vital that we first comprehend how we respond in our negotiations when under stress, 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 ensure the application of negotiation best practices at the office it is vital that individuals should be given 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 useful to aid their negotiations.

You should safeguard not to invest in an academic training program 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 combines sound academically researched and validated rules with proven practical credentials.

Develop a best practice negotiation supporting environment

What happens after the training program? 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 sessions at regular intervals to strengthen the learning?

Will you develop a negotiation knowledge base so participants can access experience & information already in the library 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 essential that you create and instill a best and leading practice based negotiating culture within your business.

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