Negotiation training
Negotiation training is training designed to deliver understanding of, and in some cases improved skills in, the art of negotiation to RESOLVE disputes, bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. Negotiation training is widely used by lawyers, general managers, sales executives, procurement managers, project managers and those involved in labor and union agreements.
Different Types of Negotiation training
There are many negotiating theories, approaches, tactics and techniques, however regardless of the theory or model, negotiating training GeneRally falls into two broad categories:
- Information Based Training
This form of training imparts knowledge and awareness of what goes on at the negotiating table, rather than necessarily building the skills of the individuals in practicing the negotiating process itself. Although often “sold” as skills based training, this form of training is generally based primarily on lectures rather than skills coaching and practice. In commercial environments it can be appropriate for individuals who support the negotiating process as part of a team, but who don’t have the responsibility for negotiating the outcomes themselves. It is often delivered over a short period of time (half or one day) and often with a high ratio of participants to trainers.
- Skills Based Training
It is generally agreed that skills are built through regular practice, and through constructive expert feedback, rather than through imparting knowledge and information alone. Skills based negotiating training, when delivered properly, involves both theory, and extensive practice and coaching of participants’ behaviours and skills. Typically these training courses are based on a series of highly participative role plays. Ideally participants can be observed by an expert who can then provide insights into behavioural strengths and weaknesses, and provide the opportunity to re-apply and practice the new techniques through a series of case studies.
John McMillan, founder of Scotwork, developed a negotiating skills training model which proposed that negotiating skill training was a cross-functional, cross- cultural skill, and taught his model in over 30 countries across 6 continents. His '8 Steps' skill building approach concentrating on skill sets important to negotiators: Prepare, argue, signal, propose, package, bargain, close, agree.
Common Negotiating Models
- The 8 Steps
- Win-win game
- Game theory
- Best alternative to a negotiated agreement
- Lax & Sebenius Creating Value
- Face negotiation theory
- Getting to yes
Common Reasons for Participating in Negotiation Training
- Fighting price pressure
- Faster negotiations
- Desire to build long term business relationships
- Keeping costs down
- Avoid discounting