How to Choose a Negotiation

Do you want to become a better negotiator? Watch this video to see what you have to consider when choosing a negotiation course.

Script & Storyboard
How do you choose the right negotiation training course? Here’s what you need to know:[1] One day courses raise your awareness and give foundational lessons.[2] Two day courses typically give you essential practice, tools to navigate complexity, team based negotiations and video feedback[3]. Complex team negotiations, comfort using tools, more advanced modules and witnessing your confidence and competence grow on video can be achieved in courses running 3 or more days.
[1] Is my facilitator really a global expert in negotiation, or a generalist trainer?[2] Read your trainer’s Bio.[pause] Will there be video feedback from an expert? Two cameras with a split screen shows you everyone’s non-verbal communication and much more[3], one zoomed out camera shows only the sides of most heads.[4]
[1] One size fits all or customisation?[2] For in-house training, customisation means training modules and role plays are chosen to match your team's needs. This requires online diagnostic profiling.[3] A few companies will tailor make role plays to mirror your commercial challenges. [4]
[1] For traditional classroom training: the smaller your class, the more personal coaching & feedback you’ll enjoy.[2] Virtual training has become popular because it saves you travel and accommodation expenses, and fits into your work schedule – typically requiring half a day a week over several weeks.[3]
Regardless of your choice, the foundation should include[1]: setting and anchoring your opening offer, safety net walk away, questioning to get vital information, plus creating, claiming & trading value.[2]
Most courses cover the 5 negotiation styles[1]. It’s useful to get a report showing your negotiation style percentages. Knowing when and how to transition between collaborating and competing is crucial.
The best ways to take control in your negotiations are invisible[1]. Good courses will teach you how to write your agendas and when to have pre-meetings.[2] You should learn how to earn 'yesses' without giving away a thing.[3] You should learn to build trust, especially across cultures and when facing down manipulative tactics.[4]
[1] Some companies teach only tips, tactics and techniques[2], while others also arm you with toolsets and an interlocking methodology.[3] Do you want to be broken down before building up again as in the army[4] OR recognise your strengths and build from there?[5] Sounds crazy, but some big negotiation training companies use the army approach.[6]
[1] Well done, you've graduated! The end. Not so fast.[2] Without reinforcement, most training courses are forgotten.[3] So most companies regularly email tips, articles and even videos.[4] Ask if you’ll complete scored assessments some months after, and if they offer follow-up online role plays or virtual trainings.[5] With these points in mind you should be better equipped to choose a negotiation training course that’s right for you.[6] Please subscribe and leave any questions you have in the comments.[7]
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