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January 1, 2020

4 Signs Your Team Needs Negotiation Training

Negotiations

Andres Lares

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Many professional teams experience issues that can impact performance, deteriorate team cohesion, and ultimately drive down the business’s bottom line. Some members may be underperforming for any number of reasons, from failure to capitalize on their potential to personal struggles that bleed into their professional work. Slow business periods, missed opportunities for connections with new customers or business partners, and interorganizational hiccups can all eventually hamper a professional team’s performance.

Managers who encounter these problems often find themselves struggling to find room for improvement. Helping team members realize their potential isn’t as easy as it might sound, and the answer isn’t always obvious. One of the most overlooked solutions is negotiation training. All types of professional business teams can benefit from a solid negotiations training course. Look for these signs that negotiation training might be the best available route to help a team out of a rut.

 

Your Organization Is Falling Short of Its Goals

Negotiation skills are necessary for every team at every level of a company, not just the sales force. A business professional in almost any department in any industry can benefit from knowing how to negotiate the right way. An organization failing to meet its goals may contain several teams that would all benefit from negotiation training. Consider how the following teams can benefit from negotiation training.

  • Negotiation training can assist teams that work with vendors, ensuring the organization’s concessions for vendor contracts are reasonable and advance the company’s goals.
  • Senior management across all departments within an organization may all offer input on internal budget decisions. Negotiation training can assist these managers in making strong cases to ensure the budget discussion flows in the right direction.
  • Organization members in all departments can enjoy smoother interactions with their colleagues, partners, supervisors, and clients when they know how to negotiate the right way. Negotiation inherently teaches one how to successfully navigate difficult conversations, regardless of who is on the other side of the table.
  • The right negotiation tactics can mean the difference between simply closing a deal with a client and forging a long-lasting partnership with that client. Some team members may be relying on heavy-handed tactics, which, while successful in the short term, ultimately create division between the organization and its vendors, partners, and clients.
  • Successful negotiations build confidence, which not only increases performance metrics but also boost overall job satisfaction. Happy employees are productive employees who want to remain with their organization, so negotiation training may ultimately boost employee retention rates.

These are just a few examples of how negotiation training can potentially benefit all levels of virtually any company, from entry-level employees to upper management at the C-suite.

 

The Organization Has No Systematic Approach to Negotiation

Your company likely has firm policies in place for handling specific issues, but does it have a solid system for handling negotiation? Negotiation training can become the foundation of your organization’s negotiation philosophy, and this will eventually permeate through all levels of your organization and lead to several surprising benefits. Each member of your team will likely evolve their own individual negotiation styles; that is perfectly fine as long as all those skillsets stem from the same foundational training to keep everyone in tune with the organization’s goals.

A systematic approach to negotiation inherently encourages team cohesion; when your team has all the fundamentals of negotiation down to a science, they will work better both individually and as a unit. Systematic negotiation means the team subconsciously creates its own check and balance system. When every member of a team completes the same negotiation training, they will instinctively discover and begin to capitalize on each other’s strengths and learn from one another simultaneously.

 

Your Team Doesn’t Have Opportunities to Practice Negotiation Skills

Negotiation is somewhat of a “use it or lose it” type of skill. If your team doesn’t have many opportunities to practice their negotiation skills, those skills will inevitably deteriorate. Negotiation training doesn’t just provide a framework for how to negotiate; it also helps your team shake the dust off their existing skills and hone them more finely. If your team doesn’t have many opportunities to practice negotiation, a professional negotiation training session can ensure they are fully prepared when the next opportunity arises.

Your team may also feel as though they have been lacking opportunities to practice negotiation skills because they simply aren’t recognizing them. Negotiation training can help your team quickly and accurately identify the times when negotiation skills are most important and recognize opportunities to negotiate on behalf of the organization. These opportunities may come in the form of interorganizational discussions with colleagues, interactions with clients, and discussions with other businesses that support your company.

 

Overall Lack of Training or Outdated Training

If it’s been years since your team’s last negotiation training or if they have never received any formal negotiation training, they may be simply out of touch with the latest research and methods in the professional negotiation realm. Even if a team member has decades of industry experience, complacency can take a toll and diminish even the most hardworking employee’s skillset. This is especially true when it comes to negotiation skills; this type of training should happen on a somewhat regular basis to ensure the team is fully up to speed with the latest negotiation methodology and information that influences their day-to-day interactions inside and outside of the company.

If you have noticed any of these warning signs within your organization or your team, it’s important to take decisive action and capitalize on the potential that negotiation training offers. A professional negotiation training program can help your team feel more aligned with the organization’s goals, more easily recognize opportunities to negotiate, and complete their negotiations in healthier and ultimately more successful ways.

 

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