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.

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.