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Negotiations
Training
Post
Mortem:
Post-Negotiation
Evaluations
One of the best
ways to improve as a negotiator is to become more introspective
in your approach. Once a face-to-face or telephone
negotiation has concluded, the
negotiations process truly does continue. One last phases of
the five-step
negotiation process is the evaluation phase. This is the point
when you spend time truly understanding what just took place during
your discussions. This is also the point when you can learn the
greatest amount and become more effective at what you do. You can
only grow by learning from
the past, not by repeating the same habits over and over again.
So, now that
the smoke has cleared and the ink has dried
on the agreement, what do you do? We suggest you set aside some
time out of your day, perhaps at the end of the day, on the flight
back home or in your hotel room, to evaluate your negotiation. What
are some of the areas to look it? Use the following questions to
put together a negotiation report or post mortem of your discussions:
Come up with
your own set of questions to augment these questions. What you want
to do is take a good look at what just happened so you can be stronger
and more effective the next time you must negotiate with this or
another party.
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