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12 x ROI from pan-European negotiation programme

Context

Our client saw that across Europe, there was polarised capability investment in negotiation capability by market. In several cases, there were several growing markets with minimal commercial managers trained and markets were working in silos on international customers.  

For those markets that had the budget to invest in capability, there was limited embedding support. Our client recognised a large negotiation skill variation in account managers across all European markets which was exacerbated by turnover rates among markets and budget restrictions 

 

Approach  

Our approach centred around offering our client a tailored course which was open to all commercial managers in Europe. There were mixed cohort programmes with delegates from different markets – delivered in English, with role plays in the local language. 

We delivered 7 essential negation programmes and 2 experienced negotiator programmes for those in more developed markets. 

The delegates completed a negotiation skills assessment before and 6 weeks after the workshop as well as completing a knowledge test 4 weeks after the workshop to identify learning themes by market for line managers to focus on. In addition, each delegate received one year’s access to the TNG Partner App. 

The delegates completed a negotiation skills assessment before and 6 weeks after the workshop as well as completing a knowledge test 4 weeks after the workshop to identify learning themes by market for line managers to focus on. In addition, each delegate received one year’s access to the TNG Partner App. 

 

Outcomes 

Our tailored programme was over-subscribed due to it being the first-time access had been provided to high quality, tailored negotiation training. We trained 97 people from 17 business units which impacted over 80 customer relationships. The average cohort delegate feedback scores ranged from 4.77 to 4.95 (above industry norms). 

Through tracking of post negotiation training outcomes, 12 x ROI - possibility of adding £2m new commercial value across our client’s European business. 

Post-workshop we ran further tests with the delegates. Their knowledge retention test scores improved from 60% to 81%. The higher-level negotiation skills improved by 26% (63% to 89%). 

 

We really see Total Negotiation as gold standard. Not only in the capability building work – which is 2nd to none – but also in their ways of working. We often say whether something is ‘Total Negotiation level good’. lt’s such a smooth partnership with Total Negotiation where we can bounce around ideas and continue to iterate to explore impactful routes. They’ve helped us deliver something truly transformational.

Our delegates have said this was one of the best programs they’ve been on, one of the most applicable that they’ve been on. They appreciated the cross-market references, the knowledge, anecdotes and perspectives of the facilitators during trainings and further embedding that’s personalised 

About the author

Total Negotiation Group