TRAINING CASE STUDY
Negotiation Training
THE COMPANY
One of the UK’s largest recruitment firms with branches nationwide supplying into both the public and private sectors.
THE SITUATION
As part of the company’s sales optimisation strategy, they wanted to upskill their sales team across the UK. After an internal training needs analysis process, the company identified negotiation training as a key area of competency that needed to be improved. The company’s core aim was to build and a maintain a highly competent sales team.
THE OBJECTIVE
Develop and deliver a negotiation training programme for mid-level managers
THE STRATEGY
Understand current competency levels and develop an effective and targeted programme
THE APPROACH
Gateway Procurement used the output from the needs assessment to develop a two-phase programme.
Phase 1: Beginner's Guide to negotiation – this programme focuses on introducing a wide range of basic theoretical concepts that underpins negotiations.
Phase 2: Advanced negotiation training programme – this programme focuses on applying basic and advanced theoretical concepts in terms of preparation, planning and participating in the negotiation process.
THE OUTPUT
• Knowledge of the negotiation process
• The importance of planning and preparation
• Awareness of negotiation tactics
• Approaches to negotiation