We negotiate every day; when we make an agreement with a supplier; when we subscribe to a publication; when we book a venue, when we buy anything; when we enter into a contract.
We negotiate internally and externally, with colleagues and suppliers. It is possible to develop negotiation skills to improve performance. There are tips we can use and there are strategies we can develop.
We've seen participants try the simplest of ideas and achieve great results.
Drive negotiation training - ROI
This is a very practical workshop, which has the opportunity to show a return on investment (ROI). If participants use any ideas from the workshop which have a positive impact financially these can be recorded and measured against the investment in training. Part of the training process is to get buy in from the participants to record such occurrences and communicate them.
Roles we have worked with on DRIVE
Participants complete a short questionnaire which helps guide the content of the session.
Post workshop activity
o Introduction, objectives & ROI.
o Participant experiences & challenges of negotiating contracts.
o What is negotiable?
o When do we negotiate & what are the opportunities to negotiate?
o What can negotiation achieve?
o Pre workshop task - Contract analysis opportunities & what’s missing!
o Setting the objective.
o Their perspective.
o Value analysis & competitor analysis.
o Power of Personality in negotiations.
o Your internal client’s perspectives.
o Contract negotiating specifics.
o Contract review & clause reviews.
o Negotiating strategies.
o Negotiating tactics.
o Negotiating skills.
o Workshop summary & personal actions.
Drive Negotiation Training - spider diagram
Drive Negotiation Training - case study
London office of this US based law firm.
The heads of various business services teams wanted to sharpen their negotiation skills.
Each participant defined their specific needs prior to the training which helped in tailoring the content.
We designed a long half day training session. The framework of DRIVE was explored in the context of each of the participant's situations. Each person left with specific actions to implement.
"It was a helpful session."
"I had a conversation with the events manager yesterday about the room hire fee and have managed to get it down. A £500 discount isn't a bad start; long may it continue!"
"Thanks for the session. My action points are:
- Compare quotes more objectively; don't just assume that this is "the price"
- Give measurable targets and set Return on Investment goals to review success
- Remember to separate business from personal! "
"Thank you for organising the course today. I have three actions to implement"
"I will be passing on details of the course to other law firms in my network."