L4M5 CHAPTER 3 3.4 Analyse how to assess the process and outcomes of negotiations to inform future practice Flashcards
What are the benefits of reflection?
Participants are more focused during the meeting
Lessons can be learned regarding what tactics worked/did not work
Participants get an opportunity to air their thoughts openly
The strengths and weaknesses of the negotiation strategy can be confirmed
The strengths and weakness regarding individual/team skills can be identified for development
Improve performance in future negotiation settings
Assist in identifying future leaders through their capability to give and receive feedback
What should be done when undertaking a reflection activity on negotiation?
Be honest and objective about your skills
Identify areas in your skill set where you need to improve
What are the questions to asked about the negotiation process when undertaking a reflection activity?
Did logistics work or play any influencing role?
Did agenda and timing work?
Did the negotiation go through all the phrases as planned?
Did we/they use any tactical ploys? Did they work?
Did we get written summary/agree heads of terms?
Were there any surprises?
Any lessons for the next time?
What are the questions to asked about the negotiation team when undertaking a reflection activity?
Did we keep to agreed team roles?
Did we communicate effectively within the team? Did we use an effective mixture of ‘push’ and ‘pull’ techniques?
Did we present with confidence?
How was our body language/non-verbal communication?
Did we ask the right questions?
How did we respond to questions?
Any lessons for the next time?
What are the questions to asked about the negotiation objective when undertaking a reflection activity?
Did we open well? Did we gain insights into key target areas? Did we achieve our objectives? Did we stay within our trading limits? What did we give away? Did we stick to our concession plan/bargaining mix? Did we agree to the next steps? Was everything covered? Any lessons for the next time?
