24 januari 2020
Rehearse for Negotiation Success
In sports, the more results-oriented the participants the higher the ratio of time spent in practice and rehearsal. Few would consider walking on to the playing venue unrehearsed. Yet, in our ENS International negotiation strategy development consulting work, we find this is rather the norm than the exception.
THE OLD ENEMY - LACK OF TIME
Unskilled negotiators rely on their ability to 'wing it' in the formal negotiation period, or on their capacity to claw back through non-cooperation or non-implementation in the post-negotiation consequences time. Both approaches are actually extremely time-consuming, but give the illusion of progress.
How to rehearse for negotiation success?