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What are proven techniques for coaching clients through high-stakes negotiations?

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Negotiating is a skill that can make or break your career, your relationships, and your reputation. Whether you are dealing with a potential employer, a business partner, a customer, or a colleague, you need to know how to communicate effectively, persuade ethically, and handle conflict constructively. But how can you coach your clients to master these skills and achieve their goals in high-stakes situations? Here are some proven techniques that can help you guide them through the process.

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1 Assess their needs

Before you start coaching your clients on negotiation, you need to understand their specific needs, challenges, and objectives. What are they trying to achieve? What are their strengths and weaknesses? What are their fears and concerns? How do they cope with stress and pressure? You can use various tools and methods to assess their needs, such as interviews, surveys, feedback, role-plays, or simulations. Based on your assessment, you can tailor your coaching approach and focus on the areas that need improvement.

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Michael Carnes

HR Sr Leader @ Mars Wrigley NA | Talent, Culture and Organization
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One of the most powerful practices is level three and level two listening. Listen for what is present, not only self-awareness but being other aware... beyond what are they saying. Notice how they say it, when they get to the edge of emotion. Listen for values and purpose that may be at play.

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2 Teach them the basics

Once you have identified your clients' needs, you can teach them the basic principles and skills of negotiation. These include: preparing effectively, researching the other party, setting realistic and flexible goals, identifying their best alternative to a negotiated agreement (BATNA), building rapport and trust, listening actively, asking open-ended questions, framing the problem as a mutual challenge, exploring options and alternatives, making trade-offs and concessions, and closing the deal. You can use various resources and materials to teach them these skills, such as books, articles, videos, podcasts, or online courses.

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Subibe C.

Redefining HR towards building Humanistic Relationships, Founder, Vis-à-Vis Leadership, MBA, BCom. Finance
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I often tell people to expect a "No." I also use this approach myself. In fact, I end my proposal suggesting that if what I am proposing is not feasible, practical, within budget or within objective reason, please feel free to say "No"" and I will understand. There is much more to this yet for the sake of simplicity, expect a "No" and even offer the opportunity for a "No" answer.

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3 Practice with them

Learning the basics of negotiation is not enough. Your clients need to practice and apply their skills in realistic scenarios. You can design and facilitate practice sessions that simulate high-stakes negotiations, such as salary negotiations, contract negotiations, or dispute resolutions. You can act as the other party, an observer, or a co-negotiator, depending on your clients' needs and preferences. You can also use role-plays, case studies, or games to make the practice sessions more engaging and interactive. The key is to provide your clients with constructive feedback, reinforcement, and guidance throughout the practice sessions.

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4 Challenge them

Practice makes perfect, but practice also makes comfortable. If you want your clients to excel in high-stakes negotiations, you need to challenge them and push them out of their comfort zone. You can do this by introducing unexpected twists, complications, or obstacles in the practice sessions, such as changing the terms, adding new parties, or creating a crisis. You can also increase the difficulty, intensity, or duration of the practice sessions, or expose your clients to different styles, cultures, or personalities of negotiators. The goal is to help your clients develop resilience, adaptability, and creativity in negotiation.

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5 Support them

Negotiation can be stressful, exhausting, and emotionally draining, especially in high-stakes situations. Your clients may face rejection, resistance, hostility, or impasse. They may also experience self-doubt, anxiety, frustration, or anger. As a coach, you need to support your clients and help them cope with these challenges. You can do this by: providing emotional support, such as empathy, encouragement, or validation; providing cognitive support, such as reframing, debriefing, or problem-solving; providing behavioral support, such as relaxation, breathing, or mindfulness techniques; and providing social support, such as networking, mentoring, or peer coaching.

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Neil barrett

industry leader
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Worry and stress are the biggest factors. I am currently under performing in terms of my current target. However experience shows that worry and stress will not improve things. But they will make them worse. Practicing your pitch, practicing what happens when things go well, what happens when they don't are they best ways t manage your nerves

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6 Follow up with them

Coaching is not a one-time event, but a continuous process. You need to follow up with your clients and monitor their progress and results. You can do this by: setting and reviewing goals and action plans; tracking and measuring outcomes and feedback; celebrating and rewarding achievements and improvements; identifying and addressing gaps and challenges; and providing ongoing support and guidance. You can also encourage your clients to keep learning and practicing their negotiation skills, and to seek feedback and opportunities for growth.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Zahra Majid Chartered MCIPD, MBA, ICF-RCS Coach
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Give your clients this golden tip: Allow yourself to be underestimated and leverage it: Canadian journalist Malcolm Gladwell discusses in his book David and Goliath: Underdogs, Misfits, and the Art of Battling Giants how a lowly shepherd boy defeated the biblical giant. David was able to leverage what was perceived as weaknesses and use them to his advantage. These perceived weaknesses became his strengths that allowed him to win. It can be intimidating to approach the negotiating table when you think you’re coming in as the weaker force. But you turn your vulnerability into a position of power, by tactfully being proactive and laying out your cards well.

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What are proven techniques for coaching clients through high-stakes negotiations?

1

2

3

4

5

6

7

1 Assess their needs

2 Teach them the basics

3 Practice with them

4 Challenge them

5 Support them

6 Follow up with them

7 Here’s what else to consider

Training

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What are proven techniques for coaching clients through high-stakes negotiations?

1

2

3

4

5

6

7

1 Assess their needs

2 Teach them the basics

3 Practice with them

4 Challenge them

5 Support them

6 Follow up with them

7 Here’s what else to consider

Training

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