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Train Managers to Negotiate

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

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Contributors

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

Your Challenge

  • Poorly handled negotiations can add up to detrimental costs for an organization. By studying 25,000 negotiations, Copenhagen Business School has found that one-third of negotiations 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.

Research & Tools

1. Train managers to negotiate

Help managers contribute to the organizational bottom line as a result of successful negotiations, and improve their own productivity and work environment with confidence gained in their ability to bargain.

Guided Implementations

This guided implementation is a one call advisory process.

Call #1 - Help managers contribute to the organizational bottom line as a result of successful negotiations, and improve their own productivity and work environment with confidence gained in their ability to bargain.