Research is discovering new things. Innovation is doing them
New Knowledge, New Tools
There are several inter-related steps along the path to improved negotiation performance. Real world research is the starting point, because theories and anecdotal evidence are unreliable and often lead to wrong or incomplete conclusions. Expertly analysing the results of real world research can often produce surprising results, leading to new knowledge from which new skills can be developed and shared. That new knowledge, especially when combined with new scientific and technological developments, can give rise to revolutionary new tools that in turn can improve skills and improve practice.
A classic example is what happened to the way sales professionals negotiated when IBM and Xerox funded new real-world research into effective selling techniques. What developed was an innovative tool, SPIN Selling, that radically changed their behaviour, switching from a push to a pull approach – from the hard sell to one based on listening, questioning and shared understanding.
Research and innovation both require financial and in-kind support.
There’s a way to negotiate better
Find it through new research and innovation