Test 2

 

There are a number of things to consider when you decide who to help you in your negotiation training

      1. Are they negotiation specialists – or have they just tagged on negotiation as part of a vast range of other training topics?

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      1. How frequently do they update their materials

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      1. Is their advice based largely on anecdote and war stories or research

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      1. Do they use a validated behavioural framework to identify performance against specific descriptors

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      1. Do their trainers work for the company – or do they use associates that work for a number of different organisations?

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      1. Have you met the person that is going to actually deliver the training?

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      1. Are their case studies and exercises tailored and relevant to your business?

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      1. Is the course unnecessarily lengthy? Do they spend vast amounts of time reviewing videos that show people repeating the same mistakes?

       

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      1. Do they involve your team in delivering and creating the training intervention?

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      1. Do they use complicated models?

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      1. How do they evaluate the training – real behavioural change or anecdotal ROI?

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      1. How much real negotiation experience have their trainers got and how frequently do they negotiate now?

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      1. Do they have any conflict of interest? Are they training your suppliers or customers as well?

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      1. How big are the groups?

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      1. And finally how much does it cost?
        1. If it’s cost per delegate, why is it? Their largest cost is their trainer and usually the variable break-even point for most training organisations is two delegates when they charge on a “cost per head” basis
        2. Are you forced to incur extra costs – for instance does it have to be residential – and if so are you forced to use a particular venue?