Build youth business maturity through negotiation training

In-kind negotiation training as a competitive advantage Every head of a close-knit team seeks to apply a strategy of talent synergy in order to maximise the business result. At the same time, the modern manager seeks to ensure a good working atmosphere. Many leaders ...

Author

Rafał Dados

Training in factual negotiation as a competitive advantage

Every head of a close-knit team seeks to apply a talent synergy strategy to maximise the business result. At the same time, the modern manager tries to ensure a good working atmosphere. Many leaders will sooner or later have to introduce a new member to their team. Often this will be a young person taking his or her first steps in business. An integral part of building a good working climate is access to modern training that meets the needs of employees. Can negotiation training be a guarantee of accelerated building of business maturity for a new team member?

How does good negotiation training build youth business maturity?

Good negotiation training is all about the art of building relationships with suppliers, customers, internal business partners based on trust and shared security, while achieving business goals. Life can write any negotiation scenario. The last few months have been a struggle for companies to maintain supply, to ensure production capacity, to have timely access to personal protective equipment. The COVID19 pandemic has quickly vetted negotiators who know what it negotiations in kind. Our business advice in the form of the negotiating shadow i sparring partner negotiation allows you to understand the perspective on both sides of the table. Recent months have often seen dramatic choices faced by managers: which customer should we guarantee to deliver and which should we keep? With whom will collaboration, in times of pandemonium, be more profitable for us in the long term?Negotiation training should teach positive message reinforcement. Positive message reinforcement means avoiding saying “no”, “I disagree”, “we can't accept that”, “that's impossible”. A person who only rejects the other party's offers in a negotiation is completely passive.

The other party has the initiative in 100%, can constantly make new proposals. Over time, such an “anti-negotiator” gets the patch of a difficult person, an anti-productive person. Every boss prefers people who come with a problem and with a proposal for a solution. Doesn't he? A young person who knows the power of positive reinforcement of the message and is able to make offers constructively will quickly be seen as a mature business partner for talks.Negotiation training should teach teamwork. The times when a salesperson or buyer prepared for negotiations alone are long gone. Today, with the complexity of business and multifaceted relationships with external business partners, team preparation for negotiations and team negotiation is the daily bread in every company. Polish universities do little to prepare for this. We see this especially among those with a technical education. Many young negotiators go to negotiation meetings with older colleagues or their bosses to “watch”, “learn”. This method of learning is only partially effective, because negotiating styles and negotiators' personalities can be so different that it only adds unnecessarily to a young person's stress level. One needs to understand one's strengths in order to use them. One needs to know one's areas for possible improvement in order to improve them.

This is the opportunity provided by the E-360 Negotiation Profile. Learning by imitation can be dangerous, leading to demotivation and the departure of a valuable person from our organisation. Negotiation training should show the young person that there are different negotiation styles and that we each have a certain set of characteristics, predisposing us to negotiate in our own way. Such knowledge increases self-confidence and effectiveness outside of negotiations as well.The combination of positive reinforcement messages and the ability to work in a team are now part of the “must have” set.

What does good negotiation training NOT teach?

What should NOT a good “business negotiation” training course aiming at substantive negotiations teach? First and foremost, negotiation training should not promote tools of manipulation and an aggressive approach to the other party based on discrimination, personal nudges or forcing decisions without giving the opportunity to analyse the offer honestly. Anyone who has spent a few years in industries where building trust and relationships is important knows how quickly both can be destroyed by manipulating a client or supplier. By sending your team to inadequate training, you are directly exposing the relationship with your business partners to a crisis from which you could be recovering for weeks or months.If the trainer spends too little time in the training programme or during the training to discuss the importance of preparing for an in-kind negotiation to prepare a negotiation scenario, he or she is underestimating the strength of the argument, and probably the argument of strength. In business negotiations according to the Harvard model of negotiation, it is the preparation that makes 90% the difference to success, because it allows you to change optics and effectively find an agreement that is satisfactory to both parties.

Safety, stability and high quality

Working with multinational corporations, people who are involved in international negotiations on a daily basis, we notice that they emphasise security, stability of relationships and the ability to rely on each other all the time. More than 90% managers who trust us place an emphasis on securing business continuity.If you want to recognise your team and at the same time give your people a chance to test their negotiation skills, then we invite you to submit a negotiation team of two or three people to participate in the National Negotiation and Mediation Tournament for Business. Last year's edition featured representatives from, among others: