Equip individuals with a 'negotiation system'

Many suppliers of negotiation skills development programmes approach negotiation training as something that is complicated rather than complex - in other words, they promote a method to negotiation that is sequential & linear (advocating 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 endure simple & one dimensional negotiations but will leave them dangerously exposed in multi-party, multi-issue, complex negotiations.

It would be a good bet that most professional golfers are better golfers than their trainers. Why then do they employ coaches?

Because it is almost impossible to examine 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 partnership that the professional golfer's coach understands that his 'master's' game is mostly brilliant.

It is by paying attention to the small detail that changes in results are obtained.

Business negotiation is like golf in many ways. To be a rounded business negotiator, one needs to have conquered all the key factors that constitute leading practice in the field of negotiation.

A complete and rounded method should be followed that covers the four key factors 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 pressure, before we learn to deploy new skills.

Research shows that only 5 to 25 % of the material shared during a business negotiation workshop will be retained by participants. So as to guarantee the application of negotiation best practices in the workplace it is vital that people should be supplied with a negotiation system that serves to:

* Supplying them with a standardised negotiation preparation check list (preferably customised to support the organisation's negotiation strategy & process).

* Give them easy access to all the negotiation strategies, tactics & techniques that are beneficial to support their negotiations.

You should safeguard not to focus on an academic training course that has little practical application within your environment. At the same time you don't want to focus on the equivalent of a street fighters negotiation program that is only focused on tactical negotiation tricks & techniques.

It is best to find a course that joins sound academically researched and validated principles with proven practical credentials.

Develop a best practice negotiation supporting network

What happens after the training course? This is a really important question.

Will you provide the delegates with 1-on-1 coaching to help them apply the best practice principles to their vocational negotiations?

Will you be running short follow up programmes at regular intervals to reinforce the learning?

Will you develop a negotiation knowledge base so delegates can access experience & information already in the possession of the organisation?

As you can see, in many ways the training program is only the start of the process. To ensure 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 business.

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