One on one or team coaching is provided by a negotiation specialist, ensuring clients are adequately prepared and supported to conduct effective negotiations through all facets of the negotiation process from the initial preparation and planning stages through to the implementation, management and closure of negotiations.
This is an alternative to the ‘hands on’ or controlling chief negotiation service provided by SPANS. The negotiation specialist guides negotiators through the entire negotiation process, providing appropriate direction, advice and support to ensure negotiations remain on track and are strongly focused upon interests rather than positional claims to create added value.
In addition to strategically preparing negotiators, through effective planning and preparation, to manage the negotiation process, the negotiation coach will support negotiators to think on their feet, relying upon negotiation techniques to avoid negotiators being drawn into positional or emotional claims that derail negotiations, ensuring that negotiations move forward as part of a collaborative and productive process
The negotiation coach and planner will assist clients to set the appropriate scene or climate for negotiation, identify, develop and articulate clear negotiation goals and a ‘negotiation roadmap’ to guide the process toward achieving the goals. The negotiation coach will also monitor the entire negotiation process and recommend appropriate intervention strategies to keep the negotiation process under control and on track. A key task for the negotiation coach is to assist clients in developing collaborating relationships with other parties to facilitate joint problem solving and avoid conflict that is associated with competitive or adversarial negotiations.
SPANS will accept equity in the results it helps clients to achieve or as an alternative negotiate an appropriate financial retainer according to the particular context and complexity of the negotiation.