Make Sure To Look At These 2 Factors When Sourcing A Business Negotiation Program, 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 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 involving 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 bet that almost all professional golfers are better golfers than their coaches. Why then do they employ coaches?

Because it is nearly 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 coach understands that his 'master's' game is mostly excellent.

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

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.

A complete and rounded approach should be pursued that covers the four important elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is important 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 session will be retained by delegates. So as to ensure the application of negotiation best practices at the office 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).

* Provide them with 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 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 program 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 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 doing 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 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 outflows 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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