Train Managers to Negotiate

Negotiation occurs every day, yet most people don’t know how to develop a negotiation strategy.

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Your Challenge

  • Poorly handled negotiations can add up to detrimental costs for an organization. Copenhagen Business School has found, through studies of 25,000 negotiations, that one-third of them fail to reach a decision at all. 
  • As the source of learning and development for the organization, HR is relied upon to address negotiation training for employees involved in negotiations, including managers.
  • Negotiation training can be expensive to administer, time consuming to create, and difficult to put together in a comprehensive manner that will impact participants in the training session.

Our Advice

Critical Insight

  • Negotiation occurs every day, yet most people don’t know how to develop a negotiation strategy.
  • Most managers go into a negotiation unprepared and unaware of the process, which can make it difficult to end a negotiation successfully. 
  • Relationships, topics, and negotiation styles are the overarching themes for every negotiation you enter.

Impact and Result

  • Cost savings from the delivery of McLean & Company’s comprehensive and impactful training deck.
  • With training, managers will contribute to the organizational bottom line as a result of successful negotiations, and will improve their own productivity and work environment because of more confidence in their ability to bargain.
  • Decrease in cost and increased revenue growth from better negotiated deals.

Contributors

  • Keld Jensen, CEO MarketWatch Centre for Negotiation, Author, Professor, Advisor, and Speaker on Negotiation
  • Ann Frost, Associate Professor at Organizational Behavior, Ivey Business School
  • Adelle Popolo, Retired Management Consultant
  • Kristi Hedges, CEO The Hedges Company, author of the Power of Presence
  • Michael Dickstein, Dickstein Dispute Resolution/MEDiate
  • Dave Chalmers, Management Consultant
  • Anonymous, Government Services

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See how all the steps you need to take come together, with tools and advice to help with each task on your list.

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Get to Action

  1. Prepare to Implement Manager Training

    Review and customize the training material, plan out training logistics, and invite participants to training.

  2. Follow Up After Training

    Gather training feedback to determine the success of the training program and design follow-up initiatives.

Guided Implementation icon Guided Implementation

This guided implementation is a two call advisory process.

    Guided Implementation #1 - Prepare to Implement Manager Training

  • Call #1: Discuss training objectives and review finalized training materials to ensure the organization’s internal practices are well represented and the training material will be impactful.

  • Guided Implementation #2 - Follow Up After Training

  • Call #1: Review metrics to determine training success and discuss follow up initiatives to reinforce the concepts addressed during training.

Onsite Workshop

Module 1: Prepare to Implement Manager Training

The Purpose

  • Select organizational and departmental metrics for negotiation training.
  • Customize manager training deck to be ready for training.
  • Plan out all aspects of the training day. 

Key Benefits Achieved

  • Baseline metrics are selected.
  • Manager training deck has been customized to the organization.
  • Aspects of the training day have been determined.

Activities: Outputs:
1.1 Establish high-level training objectives.
  • Defined objectives and goals for the negotiation training initiative
1.2 Set benchmark metrics and take baseline measurements.
  • Baseline measurements documented
1.3 Review content and customize training material.
  • Customized manager training deck
1.4 Plan out training material.
  • Determined the logistics of the training and planned out aspects of the training

Module 2: Follow Up After Training

The Purpose

  • Create a timeline and criteria for follow up to determine ongoing success of training program.

Key Benefits Achieved

  • Timeline for both manager behavior and metrics follow up is created and criteria is set.

Activities: Outputs:
2.1 Prepare to follow up on manager behavioral change and impact on the business.
  • Designed and set a timeline for training follow-up initiatives and set follow-up criteria

Workshop Icon Book Your Workshop

Onsite Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn’t enough, we offer low-cost onsite delivery of our Project Workshops. We take you through every phase of your project and ensure that you have a road map in place to complete your project successfully.

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