Negotiation training - how to make it as effective as possible?

 

Companies around the world spend millions of dollars on negotiation training and coaching. However, even the best training or coaching will not deliver the expected results if organisations do not take steps to consolidate the competencies acquired.

How can managers increase the chances that negotiation training and coaching will yield long-term results? How can they counter the common phenomenon of “erosion of acquired knowledge” and a return to old habits? What can be done to ensure that the budget allocated to training programmes is spent in the most effective way?

Measure the results of negotiation training

Trainings and seminars usually end with an evaluation questionnaire. However, practice shows that the participants' evaluation is very much influenced by the atmosphere at the training, the presentation style and professionalism of the trainers and the comfort provided by the training centre. Often these factors have a greater impact on the evaluation of the training or coaching than the skills acquired. So how do you test the effectiveness of negotiation training and coaching? One of the best ways is to measure the skill level of employees participating in competence development programmes. This can be done by using Negotiation Sparring Partners Eveneum - external experts to assess the merchants' preparation for negotiations.

Encourage practice

Employees will not consolidate the skills they have learnt if they do not have the opportunity to practice them. Therefore, it is useful to create an environment conducive to the continuous practice and improvement of competences in negotiation strategies and techniques. It is very important to implement a feedback system that enables purchasing staff to identify areas for further improvement.

At Eveneum We know how important it is to use training budgets effectively. That is why we create stailor-made training and tools to measure the results achieved. We look forward to working with you.