444 / DEVELOPING YOUR TECHNIQUE
Using a coach
Understanding the benefits
Many negotiators do not realize that
they could improve their techniques.
They continue to make the same
type of mistakes because they filter
information, hearing only what they
want to hear, rather than absorbing
the complete information that is
required to perform well. Another
self-serving trap is attribution.
Negotiators often attribute problems
in negotiations to their counterpart
negotiators. An objective coach who
is willing to challenge you can help
raise your awareness of your
limitations and improve your
negotiating performance.
Many negotiators have blind spots, hold false assumptions, and are
prone to repeating their mistakes. Some people continue to fail to
understand the other party’s perspective, are unable to convert
positions to interests, or are unable to manage their emotions. Working
with a coach is an excellent way to gain perspective on your weaknesses
and strengths and develop your skills for greater success.
Embracing coaching as a way to
become more successful
Respecting your coach’s
assessment of your weaknesses
Using the feedback your coach
gives you to improve your skills
Rejecting an offer of coaching
because you can’t improve
Believing that your coach doesn’t
understand your superior approach
Dismissing your coach’s advice
because you know better
WORKING WITH A COACH
Do’s Don’ts
of people who thought they had
been assertive in negotiations
were se en as under-assertive
57%
US_444-445_Using_coach.indd 444 30/05/16 3:07 pm
USING A COACH / 445
Being assessed
When you first work with a coach, they
will make an assessment of your
performance. This often starts with a
360-degree feedback session, in which
your coach collects data from people you
negotiate with, in order to identify your
strengths and weaknesses. The coach
may also “shadow” you in some actual
negotiations, to take note of your existing
performance. Witnessing you in action
allows a coach to provide relevant and
insightful suggestions for improvement.
The key outcome from the diagnosis is
for the coach to identify your patterns in
beliefs and behaviors so that you have a
higher level of self-awareness.
Fine-tuning your style
The coach then works with you to identify
the skill sets and attitudes you want to
focus on throughout the coaching period.
Coaches are experienced in diagnosing
possible pitfalls in your negotiation
styles, and can help you be proactive in
preventing them from occurring. They
can also help you to uncover issues and
resolve them on your own. They can
expand your repertoire of behaviors by
trying out different approaches and
styles with you. Coaches ask a lot of
questions. A good coach helps the
negotiator to test his or her own
assumptions, consider different
perspectives, and reach a conclusion
about how to proceed. Many coaches will
use scenario role play to help you
practice new ways of doing things.
Once you have used the new ideas and
approaches in a real negotiation, a coach
can provide a non-threatening evaluation
and help you learn from your mistakes,
achievements, and missed opportunities.
Your learning can then be applied in your
next round of negotiations.
ROLE PLAY
Scenario role play can be an effective method of preparing for
negotiations. A coach can help you rehearse your role and make sure
there are no gaps or weaknesses in your case and in the negotiation
process. For example, the coach can help identify your BATNA or make
sure that you are not too enamored with the potential deal to the extent
that you are unable to walk away from it. Although it is impossible to
perfectly script a negotiation process ahead of time, it is helpful to “know
your destination and all the terrain” so that even if the other party takes
the process off track, you can still find a way to achieve your goals.
In focus
of people who thought they had
been assertive in negotiations
were seen as under-assertive
A good coach helps the
negotiator test his or her
own assumptions, consider
different perspectives,
and reach a conclusion
about how to proceed
US_444-445_Using_coach.indd 445 30/05/16 3:07 pm
..................Content has been hidden....................
You can't read the all page of ebook, please click here login for view all page.