Not making information accessible to all Information is critical to negotiations, yet it’s so quickly forgotten after a deal is done. Winning deals are seldom analyzed, while losing deals are scrutinized for points of failure and people to blame. But a negotiation is a study in human behavior: The better your team understands how the other party operates under certain conditions — what makes them more or less flexible, how decisions are made, where the power lies — the better they’ll be at negotiating. Yet so many organizations don’t analyze the data, let alone capture it. They don’t even know what to look for during the negotiation. If leaders do not capture, analyze, and share that negotiation data among their teams, they miss an opportunity to make everyone smarter after every deal — win or lose.
Defining and honing an organization’s negotiation
your negotiation systems and processes can help you highlight diversity, create inclusion, and inspire creativity. It’s not easy, but as leaders, we should choose to do the hard things and take our teams to places they could never have imagined going.
systems is probably the most challenging part of optimizing team performance — but it’s the part that pays long-term dividends to everyone. Instead of being used solely to eliminate variance, optimizing
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