Supply participants with a 'negotiation system'

Many providers of negotiation skills development programmes approach negotiation training as something that is complicated instead of complex - in other words, they promote an approach to negotiation that is sequential & linear (advocating for instance that there are a certain number of steps involving all negotiations).

This method of complicated & linear approach will empower individuals & businesses with the tools to survive in simple & one dimensional negotiations but will leave them seriously exposed in multi-party, multi-issue, complex negotiations.

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

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

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

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

An absolute and rounded method should be pursued that covers the four important factors of all negotiations: Vision, Value, Process & Relationship. As in golf, it is vital that we first understand how we respond in our negotiations when under pressure, before we learn to engage new skills.

Research shows that only 5 to 25 % of the information shared during a business negotiation session will be retained by delegates. So as to guarantee the application of negotiation best practices at the office it is critical that individuals should be supplied with a negotiation system aiming at:

* Supplying 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 beneficial to aid their negotiations.

You should ensure that you don't invest in an academic training course that has little practical application within your industry. At the same time you don't want to focus on 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 joins sound academically researched and validated rules with proven practical credentials.

Create a best practice negotiation supporting environment

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

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

Will you be doing short follow up programmes at regular intervals to strengthen the learning?

Will you create a negotiation knowledge base so participants can access experience & information already in the possession of the business?

As you can see, in many ways the training program is only the beginning of the process. To ensure maximum savings in time, reduction in outflows and increases in profits, it is important that you create and instill a best and leading practice based negotiating culture within your organisation.

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