Train Managers to Negotiate

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Step 1 Make the case for manager negotiation training The Market Watch Centre for Negotiation reported that on average, negotiators lose up to 42% of the potential value of the transaction being negotiated. Understand why you should train managers on negotiation skills. Step 2 Understand how to use the McLean & Company training deck Learn about McLean & Company’s Negotiation Framework and review the training deck slides. Step 3 Prepare to implement training Plan out training logistics so that the who, what, where, and when of the training sessions are covered, as well as what KPIs will be used to measure success. Administer the Negotiation Assessment Tool before training to identify development areas. Step 4 Implement manager training Provide managers with training content, the Negotiation Framework, brainstorming activities, and role play exercises to facilitate knowledge transfer. Step 5 Follow up with managers after Measure managers’ reaction to the training, knowledge transfer of the content, managers’ behavioral change post-training, and the impact on KPIs.

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Minute for minute, you never make more money than when you’re negotiating. Your Challenge Poorly handled negotiations can add up to detrimental costs for an organization. The MarketWatch Centre for Negotiation estimates that, on average, negotiators can lose up to 42% of the potential value of a negotiated deal. 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 Most managers go into a negotiation unprepared and unaware of the process, which is a critical factor on whether or not a negotiation ends in a success or failure. Training managers will help them understand the phases of negotiation, as well as what efforts need to be put in for each phase so that they can enter a negotiation with a strategy that will increase their success rate of achieving their goals. The McLean & Company Negotiation Framework will help managers handle a negotiation by guiding them through the four main phases of a negotiation, as well as focus their actions for each stage around the three main negotiation themes of topic, relationship, and style. Impact and Result Cost savings from the delivery of McLean & Company’s comprehensive and impactful training deck. Increase in manager negotiation success rates and improved manager confidence. Decrease in cost and increased revenue growth from better negotiated deals.

Transcript of Train Managers to Negotiate

Page 1: Train Managers to Negotiate

Step 1 Make the case for manager negotiation training

The Market Watch Centre for Negotiation reported that on average, negotiators lose up to 42% of the potential value of the transaction being negotiated.Understand why you should train managers on negotiation skills.

Step 2 Understand how to use the McLean & Company training deck

Learn about McLean & Company’s Negotiation Framework and review the training deck slides.

Step 3 Prepare to implement training

Plan out training logistics so that the who, what, where, and when of the training sessions are covered, as well as what KPIs will be used to measure success.Administer the Negotiation Assessment Tool before training to identify development areas.

Step 4 Implement manager training

Provide managers with training content, the Negotiation Framework, brainstorming activities, and role play exercises to facilitate knowledge transfer.

Step 5 Follow up with managers after training

Measure managers’ reaction to the training, knowledge transfer of the content, managers’ behavioral change post-training, and the impact on KPIs.

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