| p>In over two decades of conducting seminars and | | | | references and contacts with past clients. |
| workshops for fellow purchasing pros, all have voiced | | | | - Contributions to the profession must include not only |
| one constant refrain. Their goal is "to become more | | | | earned professional designations but published articles, |
| comfortable, confident, and competent in negotiations." | | | | books, CDs and DVDs, and the like at o help fellow |
| Sales pros are always eager to hear from customers | | | | pros improve their performance. |
| so negotiation training presented by a buyer is | | | | - Education resources are valuable follow on |
| especially valuable. | | | | resources for seminar participants. These include fully |
| Needs and solutions | | | | customized high quality training manuals and handouts |
| Businesses must constantly train buyers in negotiation, | | | | that reflect your company's unique situation |
| the core competency of the profession. When sales | | | | - Exercise driven and interactive content; adults learn |
| skyrocket, there is less interest in negotiation training | | | | best by doing Brief lecture and frequent spot and |
| than when sales collapse and negotiation training | | | | formal exercises drive participant satisfaction and |
| provides much to all of the profitability. | | | | crystallize the learning. The exercises must reflect |
| In today's economic climate, the question of which | | | | workplace challenges and not merely regurgitate |
| training medium and associated costs is top of mind. | | | | generic examples |
| Traditional in house customized training is best but also | | | | How is all this done |
| most expensive while self study through books, | | | | Most of the time, it is not done, certainly not by the |
| manuals, CD/DVD, and online courses is more | | | | large training houses who have been using the same |
| convenient. No matter your choice, the credentials and | | | | material for decades. Your service provider must |
| recommendations of the training service provider | | | | engage in preparation such as |
| makes all the difference. | | | | - Instruments Pre and Post Assessments benefit the |
| Selecting a negotiation training for buyers | | | | participant and client. The Pre Assessment establishes |
| Most commercially available negotiation training is | | | | the base line and reveals challenges that may not |
| presented from the slant of sales, legal, or academic | | | | have been envisioned. It can also divulge ample |
| worlds. Buyers want the material to be presented and | | | | exercise material to incorporate into the program. The |
| developed by an expert who has earned chops in | | | | Post Assessment, when compared to the Pre |
| their trade. This means having worked at the buying | | | | provides a quantitative measure of progress and an |
| profession and continuing such work on a frequent | | | | effective client gauge to measure ROI. |
| consulting basis. He or she should have earned | | | | - Questionnaires and Interviews These in depth studies |
| professional designations such as Certified Purchasing | | | | of the individual client are crucial to successful |
| Professional (CPP). Most importantly, ascertain and | | | | customization |
| verify references of polished speaking, presentation, | | | | - Tools a Negotiation Template is standard in my |
| and adult education & training skills and | | | | programs as well as other analyses as appropriate. |
| accomplishments. | | | | Your trainer/supplier should also under promise and |
| Call the trainer to talk one on one. Most large training | | | | over deliver. |
| houses will not connect you with their staff who are | | | | What does it cost and what else should you get |
| generally poorly paid and inadequately skilled. Most | | | | A good rule of thumb is between $250 and $350 per |
| have little depth beyond the printed page of the | | | | participant per day, depending upon the trainer's fee, |
| manual before them. These sources are particularly | | | | educational resources provided, and market factors. |
| bad choices for corporate clients with demands for | | | | Doing the math for a two day seminar for thirty |
| customized regimes. While something is better than | | | | people, the range is between $15,000 and $21,000. |
| nothing, the adage of getting what one pays for | | | | Over seas travel or other extraordinary expenses will |
| applies. | | | | add to the total. |
| Benchmarks | | | | If you choose the right trainer/supplier, and have a |
| - One thousand days of seminar and workshops | | | | multiple day program, demand the trainer/supplier write |
| should be the minimum that your trainer has under the | | | | a consulting report on observations and make |
| belt. There is no substitute for time on the feet in front | | | | recommendations based upon experience and |
| of thousands of individuals to hone the skills. | | | | knowledge. |
| - Demand and verify references. A successful | | | | The moral of the story: to get the most for your |
| veteran trainer can produce a vault full of written | | | | training investment, hire a proven pro. |