The_Essential_Manager_s_Handbook

444 / DEVELOPING YOUR TECHNIQUE

Using a coach

Understanding the benefits

Many negotiators do not realize that

they could improve their techniques.

They continue to make the same

type of mistakes because they filter

information, hearing only what they

want to hear, rather than absorbing

the complete information that is

required to perform well. Another

self-serving trap is attribution.

Negotiators often attribute problems

in negotiations to their counterpart

negotiators. An objective coach who

is willing to challenge you can help

raise your awareness of your

limitations and improve your

negotiating performance.

Many negotiators have blind spots, hold false assumptions, and are

prone to repeating their mistakes. Some people continue to fail to

understand the other party’s perspective, are unable to convert

positions to interests, or are unable to manage their emotions. Working

with a coach is an excellent way to gain perspective on your weaknesses

and strengths and develop your skills for greater success.

>>^ Embracing coaching as a way to

become more successful

>>^ Respecting your coach’s

assessment of your weaknesses

>> Using the feedback your coach

gives you to improve your skills

>>^ Rejecting an offer of coaching

because you can’t improve

>>^ Believing that your coach doesn’t

understand your superior approach

>> Dismissing your coach’s advice

because you know better

WORKING WITH A COACH

Do’s Don’ts

of people who thought they had

been assertive in negotiations

were seen as under-assertive

57 %

US_444-445_Using_coach.indd 444 30/05/16 3:07 pm