Chapter 3.4

Question 1

Define reflection

Answer 1

It means taking some time to review what went well and what could have gone better after a negotiation session

Question 2

Why is reflection key?

Answer 2

It is key to improving the negotiation capabilities of individuals and teams in the future

Question 3

How are negotiation skills best learned?

Answer 3

Through experience, observation and honest reflection on performance in a safe environment

Question 4

When may you consider alternative negotiation techniques or roles within the team?

Answer 4

If every reflection session concludes that an individual or team keeps making the same mistakes

Question 5

What should the amount of effort and time put into the reflection be in line with?

Answer 5

The importance of the negotiation to the buying organisation

Question 6

Name 7 benefits of reflection

Answer 6

1. Reflection makes participants more focused during the meeting
2. Lessons can be learned regarding what tactics worked/did not work
3. Participants get an opportunity to air their thoughts openly with colleagues
4. The strengths and weaknesses of the negotiation strategy can be confirmed
5. The strengths and weaknesses regarding the individual/team skills can be identified for development
6. Negotiation is a skill and reflections on the experience can improve performance in future negotiation settings
7. Reflection assists current leaders in identifying future leaders through their capability to give and receive feedback

Question 7

What should you always refer to when reflecting on your performance?

Answer 7

Your strategy and plan

Question 8

What is usually the best course of action if the other party makes a proposal that is completely unexpected?

Answer 8

Suggest a short recess while you take a few minutes to consider your options/response with your team or by calling HQ

Question 9

What is the main purpose of reviewing and reflecting on negotiations?

Answer 9

To identify opportunities for improvement and development. It also provides a great training experience for new staff

Question 10

Should reflection be built into the negotiation plan?

Answer 10

Yes, as the final action and it is the responsibility of the procurement lead to make sure this happens

Question 11

What is one key question you should always ask when reflecting on a negotiation?

Answer 11

Did it go to plan?

Question 12

Name 7 things you may see on a negotiation prep card

Answer 12

1. Current situation
2. Value/cost arguments
3. Pricing
4. Counter arguments
5. Concession strategy
6. Negotiation tactics
7. Negotiation process and outcomes