Equip participants 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 a method to negotiation that is sequential & linear (advocating for instance that there are a certain number of steps involved in all negotiations).
This kind of complicated & linear approach will empower individuals & organisations 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 wager that almost all professional golfers are better golfers than their trainers. Why then do they employ coaches?
Because it is almost impossible to analyse one's own game objectively. 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 trainer understands that his 'master's' game is mostly excellent.
It is by paying attention to the small detail that changes in results are obtained.
Business negotiation is similar to golf in many ways. To be a rounded business negotiator, one needs to have mastered all the key elements that represent leading practice in the field of negotiation.
An absolute and rounded approach should be followed that covers the four key elements of all negotiations: Vision, Value, Process & Relationship. As in golf, it is critical that we first understand 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 material shared during a business negotiation session will be retained by participants. So as to ensure the application of negotiation best practices in the workplace it is critical that individuals 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).
* Give them easy access to all the negotiation strategies, tactics & techniques that are useful to support their negotiations.
You should ensure that you don't 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 program that is only focused on tactical negotiation tricks & techniques.
It is best to find a course that combines sound academically researched and validated principles with proven practical credentials.
Create a best practice negotiation supporting environment
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 running short follow up sessions at regular intervals to reinforce the learning?
Will you create 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 start of the process. To ensure maximum savings in time, reduction in expenses and increases in profits, it is essential that you develop and instill a best and leading practice based negotiating culture within your organisation.
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Sales training tip explaining how you can readily increase the likeliness of getting what you want from sales and business negotiations.
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Other Readings
- 2 Critical Factors Of An Effective In-Company Negotiation Training Initiative
- Better Your Negotiation Skills By Using This Advice On Overcoming The Vice Tactic In Your Business Negotiations
- Mystery Of Effective Advertising
- Key Aspects To Think About When Applying Your Negotiation Skills In Cross Cultural Discussions
- Best Practice Planning: Using Purchasing Training To Discover The Key To Unlock A Successful Negotiation
- Make Sure To Examine These Two Elements When Sourcing A Business Negotiation Initiative, It Will Cost You Otherwise
- Applying Negotiation Skills During The 5 Stage Program To Attaining Lucrative Transactions In China
- Sales Coaching Used For Today's Business Setting
- Sales Training Used For Today's Industry Environment
- Sales Coaching To Improve Your Sales Employees
- Sales Coaching: Advantages And Drawbacks Of Training To Draw Buyers And Boost Your Business
- Two Important Elements Of An Effective In-Company Negotiation Training Program
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