On Tuesday's IACCM Negotiation Community of Interest call, which I had the pleasure of co-chairing with Jason Anderman of whichdraft.com, we discussed the use of tools and templates to assist with negotiation planning.
In a quick straw poll, it transpired that 50% of those on the call had such tools in their organisations (mainly large, multinational corporates). But only 50% of those actually used their tools regularly.
In a study that Jason recently undertook on behalf of a client, he identified that effective use of negotiation planning tools and processes delivered a 64% improvement in efficiency. That is, on average the negotiations that took place using the tools were concluded in less than half the time of those in the control group, and delivered outcomes that more closely matched the objectives initially set for them.
This study provides a useful evidential basis for a belief long-held by those of us who consider ourselves to be negotiating professionals, that structured planning delivers better outcomes in less time. However, it also provides an unexpected illustration of the old chestnut that we humans don't always do what we know to be good for us. Despite the overwhelming evidence supporting the use of process and templates, the organisation in question decided not to roll them out more widely. Why?
Probably for the same reason that few of us meticulously plan and manage our time, and consequently many of us fail to achieve our longed-for work-life balance. The same reason that, despite the irrefutable evidence that it causes ill-health and contributes to early, painful deaths, millions of sane, intelligent adults continue to smoke. The same reason that I finished my healthy chicken, asparagus and baked potato supper with a fairy cake left over by my children.
Perhaps because humans, despite our longing for order, process improvement and efficiency, seem naturally inclined to chaos. Let's hope the benefits of negotiation planning can help us overcome our chaotic tendencies and bring a little civilisation to our business lives.
skip to main |
skip to sidebar
