*** Team Negotiations ***

What is negotiation?

Quite simply, negotiation is the highly personal skill of problem-solving. It is the art of creating an agreement between two parties that start from a difference of position.

Why team negotiations?

The complex interaction that occurs during any negotiation requires an acute use of all our human senses which can often overwhelm an individual 'lone-wolf' negotiator.  Under these circumstances a well trained, well practiced, well coordinated 'pack' can significantly influence the negotiated outcome in their favour.

How do we improve?

Like all personal skills the road to improvement, to confidence, to mastery comes through regular, structured practice and this is as true for a team as it is for the individual.  By identifying and working with our unique personal strengths we can leverage the benefits of team work in our favour.

As Michael Jordan once said....

"Talent wins games but team work wins championships"

The most successful approach for delivering high value, high risk contract negotiations is through negotiation teamwork.  The TNC “Team Negotiation Practice” Module continues the development of these critical personal skills by applying them to teams, enabling them to share best practice, appreciate individual expertise and so practice delivering substantive savings, reducing risk and maximising value as a cohesive team.  Each session includes: 

Session 1 – Negotiation Practice Refresher (90 minutes).

Practicing negotiation skills is a major part of continuous personal development and this session continues the TNC methodology.  It delivers a reminder of the most effective methods of practicing negotiation skills while introducing team roles.

Session 2 – Observation Roles (90 minutes).

You will never fully identify the other party’s negotiation position, meaning the only way to narrow this range is through acute observation skills, questions posed, statements made and proposals offered. This session focusses on building team observation skills.

Session 3 – Data Management Role (90 minutes).

Negotiations compel the need to control many variables, quickly leading to complexity and confusion.  In many cases this reduces the opportunity to negotiate effectively.  This session focussing on practicing the role of a ‘Data (Variable)’ Manager within a team negotiation.

Session 4 – Combining Observation & Data Roles in a Team (90 minutes).

Every negotiation has a start, middle and end but clarity of purpose and co-ordinating information is key throughout.  Planning what information to share, what details to explain and what proposed to make will form the backbone of all negotiations. During this session the teams will practice preparing, negotiating and reviewing the outcome.

Session 5 – Decision Making (90 minutes).

This session includes all four roles (Spokesperson, Data, Observer, Decisions Maker) working together in unison to deliver a satisfactory outcome.  Each party competes with the other, using their roles to plan, execute and deliver team negotiations.

What do I need to know?

What should I do now?

As they say "The best made intentions mean nothing without taking that first step to realisation" and that is your decision to take.

Contact one of the TNC Coaching staff here to discuss when you can start your journey.