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Ensure To Examine These 2 Factors When Sourcing A Business Negotiation Program, It Will Cost You Otherwise
Equip individuals with a 'negotiation system'
Many suppliers of negotiation skills development initiatives approach negotiation training as something that is complicated instead of 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 kind of complicated & linear approach will empower individuals & organisations with the tools to endure simple & one dimensional negotiations but will leave them dangerously unprotected in multi-party, multi-issue, complex negotiations.
It would be a good wager that almost all professional golfers are better golfers than their trainers. Why then do they employ coaches?
Because it is nearly impossible to analyse one's own game objectively. When at the top level of golf, as in any sport, we understand that the borders 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 detail that changes in results are achieved.
Business negotiation is similar to golf in many ways. To be a rounded business negotiator, one needs to have conquered all the key factors that represent leading practice in the field of negotiation.
An absolute and rounded approach should be followed that covers the four important elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is critical that we first comprehend how we react in our negotiations when under stress, before we learn to engage 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 ensure the application of negotiation best practices in the workplace it is vital that people should be given a negotiation system aiming at:
* 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 useful to support their negotiations.
You should safeguard not to focus on 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 program that is only focused on tactical negotiation tricks & techniques.
It is best to find a program that combines sound academically researched and validated principles with proven practical credentials.
Develop a best practice negotiation supporting network
What happens after the training program? This is a very 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 sessions at regular intervals to reinforce the learning?
Will you develop a negotiation knowledge base so delegates can access experience & information already in the library of the business?
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 essential that you develop and instill a best and leading practice based negotiating culture within your business.
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