Download - 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.
