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 a method to negotiation that is sequential & linear (promoting for instance that there are a certain number of steps involved in 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 exposed in multi-party, multi-issue, complex negotiations.

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

Because it is almost 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 partnership that the professional golfer's trainer understands that his 'master's' game is mostly brilliant.

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

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 constitute leading practice in the field of negotiation.

An absolute and rounded method should be followed that covers the 4 key elements 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 material shared during a business negotiation engagement will be retained by participants. So as to ensure 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 (preferably customised to support the business negotiation strategy & process).

* Give them 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 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 program that is only directed at tactical negotiation tricks & techniques.

It is best to find a course that combines 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 1-on-1 coaching to help them apply the best practice principles to their professional negotiations?

Will you be running 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 possession of the business?

As you can see, in many ways the training program is only the start of the process. To guarantee maximum savings in time, reduction in expenses 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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