This has been my observation after spending thousands of hours helping people improve their negotiation performance. Yet, when done right, reviews don’t take much time and provide one of the most valuable opportunities to enhance future negotiation performance and results.

The best-performing teams consistently review. It’s simple: you prepare, you execute, and you review. But what should you consider before jumping into a review?

Below are five key considerations that can help you improve your negotiation review process:

1. Timing

The biggest barrier to holding a review meeting is often scheduling it in the diaries of all key stakeholders. To overcome this, make sure everyone knows the review will take place, that attendance is non-negotiable, and lock in the date, time, and location soon after the negotiation concludes. Delaying the review risks losing momentum and missing the opportunity to implement key learnings.

2. Structure

A simple structure keeps the review focused and ensures all important points are covered. Start with what worked well, then discuss what didn’t, and finish with what could be improved. This format captures all critical elements and highlights areas for future focus. It’s also essential to log key information during the negotiation, such as offers, counteroffers, emotional reactions, and strategic shifts, to ensure accurate and valuable insights during the review.

3. Attendees

Include all team members involved in the negotiation as much as possible, as multiple departments (finance, sales, procurement, marketing, legal etc) often play a role. Improving external negotiations starts with enhancing internal communication, so it’s crucial that everyone involved has the opportunity to learn from the process.

4. Candid Feedback

The success of a review hinges on honest feedback, which isn’t always easy to achieve. Team members often feel threatened or responsible if the outcome wasn’t ideal, and can be heavily invested emotionally. Leaders should set the tone by leading with openness, ensuring a judgment-free space where everyone feels comfortable sharing their thoughts and insights. Try and also remember to recognise and celebrate what went well, to reinforce positive behaviours. 

5. Bridge the Gap

Ensure key lessons are translated into actionable takeaways for future negotiations. For instance, if practicing your script ahead of time proved crucial to success, make it a standard part of your preparation process. This way, you turn insights into continuous improvement strategies that elevate team performance over time.

Great teams strive for continuous improvement, and the negotiation process offers one of the best opportunities to achieve that. But the experience is only valuable if you take the time to reflect and act on what you’ve learned. It doesn’t have to be fancy and it doesn’t have to be time-consuming—it just has to happen!