“The only real mistake is the one from which we learn nothing” , Henry Ford.
I work as a negotiation consultant at Impact Negotiation Group, partnering with organizations that boast robust sales or procurement processes but fall short when it comes to a structured negotiation framework. Often, negotiations receive only a cursory mention—a mere heading tucked into a broader process—leaving a gaping hole in preparation and strategy. The consequence? Repeated missteps and lost opportunities, year after year.
Too many times, teams rush into discussions without a clear plan, and the same mistakes recur. In this article, I won’t rehash the well-trodden importance of thorough preparation. Instead, I’ll focus on a critical yet often neglected step: evaluating your negotiations after the deal is done. Why invest time in evaluation? Quite simply, it transforms each negotiation into a learning opportunity, sharpening your skills and paving the way for better results.
When you take a hard look at your negotiations, you uncover areas ripe for improvement and craft strategies to boost your performance in the future. Evaluation helps you pinpoint the strengths and weaknesses in your negotiation style, allowing you to fine-tune your approach. It also creates a record of your counterpart’s behavior—a valuable tool when you negotiate with them again. People naturally fall into patterns, and knowing how someone has acted before gives you a window into what they might do next.
So, how can you start evaluating your negotiations? Consider these actionable steps:
1. Reflect on the Negotiation Process
Set aside time immediately after a negotiation to review what unfolded. Scrutinize every moment—what went well, what faltered, and what could have taken a different turn. Ask yourself who steered the conversation: did you hold the reins, or did the other party dictate the pace? Who controlled the timeline, and who felt the squeeze of time pressure? Evaluate whether starting your preparation earlier might have made a difference. These reflections act as a personal debrief, highlighting areas for improvement in your next engagement.
2. Analyze the Outcome
Lay your final result side by side with your original goals. Consider your Best Possible Outcome and compare it with what you actually achieved. What factors prevented you from reaching your ideal target? Was your objective too lofty, or did you misjudge the power dynamics? In cases where you met your goal, probe further: Did you squeeze every bit of value from the deal, or was there room for more? This honest analysis helps you pinpoint what worked and what needs a strategic overhaul for future negotiations.
3. Examine Your Communication Style and Behaviors
Review how you communicated during the negotiation. Were your points clear, and did your tone foster understanding, or did miscommunications derail the discussion? Look at both your behavior and that of your counterpart. Identify any signals you may have missed—those subtle cues that could have steered the conversation differently. Reflect on whether your style encouraged a collaborative atmosphere or if it inadvertently sparked defensiveness. Fine-tuning these aspects can have a profound effect on the negotiation process.
4. Assess Your Preparation
Gauge how thoroughly you prepared before entering the negotiation. Think about the resources and data you assembled. Did you have all the necessary information at your fingertips? Consider whether your team aligned effectively on strategy and if you anticipated potential obstacles. Evaluate your move planner: Did you follow it, or did you deviate? If deviations occurred, understand why and learn how to stick to your plan in future sessions. A detailed assessment of your preparation lays the foundation for better performance next time.
Beyond these steps, it’s crucial to document every aspect of the negotiation. Recording and storing detailed notes creates a living archive that future teams can consult. Organize periodic sessions—say, lunch and learns—where team members share their negotiation outcomes and insights. This practice builds a corporate memory that everyone can tap into, ensuring that lessons learned today inform the strategies of tomorrow. At the very least, keep a comprehensive record that includes your move planner and a detailed log of both your moves and those of your counterpart.
In Summary
In summary, before diving into the preparation for your next negotiation, make this evaluation document your starting point. With a steady commitment to review and learn from each encounter, you and your organization can continuously refine your approach and build a sharper, more effective negotiation skill set. Practice and dedication transform every negotiation into a stepping stone toward mastering this invaluable skill.
Marc Saris 
