To profit from experience, you must be open and willing to learn, even from what some people may consider a failure. What appears to be a failure can actually lead to new opportunities. That is why so many companies have postmortem meetings, especially after a negotiation that did not go so well. Use open-ended questions as a starting point for the next phase of learning. Here are a few such questions:
- What went well and why?
- What went less well and why?
- What would you do differently now?
- What would you do the same way?
- What went unexpectedly well and why?
- What went unexpectedly badly and why?
- What new assumptions/rules should be made?
- What additional information would have been helpful? How could you have foreseen what happened?
- How can you improve learning in the future?
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