Two Vital Factors Of A Successful In-Company Negotiation Training Initiative
You should think about negotiation as an organisational capability. A regular oversight made by businesses is to only consider the enhancement of the negotiation skills of individuals. If your business relies solely on the negotiation skills of individuals it directly signifies that you will always be exposed to the risks associated with the movement of people. What happens when your best negotiator is advanced or decides to sign up with your rival or supplier?
Your business' ability to negotiate effectively is dependent on four things:
* The negotiation strategy (or lack thereof)
* The negotiation process
* The negotiation skills of individuals
* The negotiation supporting environment
Enhancing an individual's negotiation skills is obviously a critical element in developing the negotiation capability, but an error is easily made by focusing on negotiation skills training without having considered the two steps that should precede negotiation skills enhancement; an organisational negotiation strategy definition and business negotiation process design or redesign.
Focusing on a negotiation skills development program without having considered the negotiation strategy & supporting process can be associated to focusing on the training of troops for battle independent of the overall strategy for the war.
The 2nd big mistake is that businesses will focus on the development of the negotiation skills of individuals but fail develop a supporting environment for deployment of these skills. Using the war analogy, this would be like training soldiers in the use of their weapons and then not providing them with the ammunition and resources needed to keep the weapons functional in action.
If you are contemplating investing in a negotiation skills development initiative and you are not prepared to:
* outline or refine a negotiation strategy,
* develop or redesign the negotiation process, and
* create a best practice negotiation supporting environment
I would like to suggest that you focus your money elsewhere as you are likely to get a better return on your investment!
Another tips is to make sure that your negotiation training program includes individual negotiation preference profiling.
An individual's negotiation capability is made up of three element:
* Their competence (that which they are able to do)
* Their preferences (that which they like to do)
* Their behaviour (that which they actually do)
Contrary to popular certainty, the biggest influencing element on your negotiation activities is not your competence but your preferences. Think about it, if your capability to do something was dependent on your competence to do it, then not one person would smoke, we would all eat five fruits and vegetables daily and we would all exercise on a regular basis.
The truth is that you tend to behave in negotiation (as in life) according to your preferences. You could therefore persuasively argue that your preferences in life have a much bigger impact on your behaviour than your competencies. It follows that one of the biggest errors made by companies in recruitment and negotiation assessments, is to test the competence of individuals without attaining an understanding of their preferences.
Therefore, the fact that you are able to do anything doesn't necessarily mean that are actually going to do it. In the context of negotiation skills development, this suggest that it is essential that each person understands their own preferences with regards their approach to negotiations in addition to their competencies and equally, that they are made aware of the fact that different people and different cultures will have varying preferences when it comes to negotiations.
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