Negotiation is a skill which requires practice and reinforcement in order to develop. Here are four possible ideas for a personal development plan which participants are encouraged to develop.
Personal Action Plans
Require that participants review their personal action plans (developed at the end of each ENS workshop) with their supervisor and set up periodic meetings to discuss ongoing action and progress.
Action Learning Projects
Require that participants undertake specific action learning projects leading to on-the-job evaluation of their skills. For example, within the month following a program, the content and process of at least three individual negotiating scenarios should be:
- Before the event - Prepared in writing (using the ENS systematic preparation steps) and reviewed with another ENS trained negotiator
- After the event - Audited in writing (using the ENS post-negotiation audit form) and reviewed with another ENS trained negotiator.
We also recommend that summaries of the above be submitted to a nominated supervisor.
Personal Process Observation
Having a personal process observer sitting in on a negotiation is a great learning reinforcer. Prior to the event the observer needs to agree the negotiator’s process strategy. Post-negotiation, the observer debriefs the achievements (using the ENS post-negotiation audit form). A further personal action plan can then be developed.
Negotiating skills are a recognised management competency. Include this in the formal performance assessment of individuals in appropriate positions. Note that ENS has available a web-based negotiation profiler (the Negotiation & Influencing Profile) covering 20 competencies.