Supply participants 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 promote 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 & businesses with the tools to survive in simple & one dimensional negotiations but will leave them seriously unprotected 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 nearly impossible to analyse one's own game accurately. 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 affiliation 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 achieved.

Business negotiation is similar to golf in many areas. To be a rounded business negotiator, one needs to have mastered all the key elements that represent leading practice in the field of negotiation.

A complete and rounded method should be followed that covers the four important elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is important that we first understand how we respond in our negotiations when under stress, before we learn to deploy new skills.

Research shows that only 5 to 25 % of the material 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 critical that individuals should be given 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).

* Provide them with easy access to all the negotiation strategies, tactics & techniques that are useful to aid their negotiations.

You should ensure that you don't invest in an academic training program 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 program that combines sound academically researched and validated rules with proven practical credentials.

Create a best practice negotiation supporting environment

What happens after the training program? 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 doing short follow up sessions at regular intervals to strengthen the learning?

Will you create 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 program 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 create and instill a best and leading practice based negotiating culture within your organisation.

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