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What are the best ways to design a negotiation skills training program for senior stakeholders?

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Negotiation skills are essential for senior stakeholders who need to influence, persuade, and collaborate with various parties in complex and dynamic situations. However, not all senior stakeholders have the same level of negotiation competence, confidence, and experience. How can you design a negotiation skills training program that meets the diverse needs and expectations of your senior stakeholders? Here are some best practices to consider.

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Paul Meskanick, MBA

Director, Learning Solutions at TTA

1 Assess the current state

Before you design any training program, you need to assess the current state of your senior stakeholders' negotiation skills, knowledge, and attitudes. You can use various methods, such as surveys, interviews, observations, or self-assessments, to collect data on their strengths, weaknesses, challenges, and goals. This will help you identify the gaps, priorities, and opportunities for improvement, as well as tailor the training content and delivery to their specific needs and preferences.

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Paul Meskanick, MBA

Director, Learning Solutions at TTA
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If you have a measurable competency model that includes a negotiation competency, that is a good place to start. Assessing leaders on how well they demonstrate competency mastery can yield a wellspring of insights. Another option is defining the Knowledge, Skills, and Abilities (KSAs) of master performers and developing an assessment to measure leaders against these KSAs. Ultimately a 360-degree assessment that includes inputs from managers, peers, and the leader being evaluated provides the most comprehensive feedback. Other inputs can include benchmarking negotiation case studies to compare and evaluate processes and outcomes to identify gaps and differences. Also, direct observation from negotiation experts can prove valuable as well.

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2 Define the learning objectives

Based on the assessment results, you need to define the learning objectives for your negotiation skills training program. These are the specific and measurable outcomes that you want your senior stakeholders to achieve after completing the training. For example, you may want them to be able to apply different negotiation strategies, styles, and techniques in various scenarios, or to handle difficult or emotional negotiations more effectively. You should align the learning objectives with the overall business goals and expectations of your senior stakeholders.

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3 Choose the appropriate format

The format of your negotiation skills training program will depend on several factors, such as the size, location, availability, and budget of your senior stakeholders, as well as the type and level of interaction and feedback that you want to provide. You can choose from different formats, such as online, blended, or face-to-face, or a combination of them. You should also consider the duration, frequency, and intensity of the training sessions, and how they fit into your senior stakeholders' schedules and workloads.

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4 Design the learning activities

The learning activities are the core of your negotiation skills training program. They are the methods and tools that you use to deliver the training content and engage your senior stakeholders in the learning process. You should design the learning activities according to the learning objectives, the format, and the adult learning principles. Some examples of effective learning activities for negotiation skills training are role-plays, simulations, case studies, discussions, debriefs, feedback, coaching, and reflection.

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5 Evaluate the training outcomes

The last step in designing a negotiation skills training program for senior stakeholders is to evaluate the training outcomes. This is how you measure the effectiveness and impact of your training program on your senior stakeholders' negotiation skills, performance, and results. You can use various methods, such as tests, surveys, interviews, observations, or self-assessments, to collect data on their learning outcomes, satisfaction, retention, and application. You should also use the data to identify the areas for improvement and follow-up actions for your training program.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best ways to design a negotiation skills training program for senior stakeholders?

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1 Assess the current state

2 Define the learning objectives

3 Choose the appropriate format

4 Design the learning activities

5 Evaluate the training outcomes

6 Here’s what else to consider

Senior Stakeholder Management

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What are the best ways to design a negotiation skills training program for senior stakeholders?

1

2

3

4

5

6

1 Assess the current state

2 Define the learning objectives

3 Choose the appropriate format

4 Design the learning activities

5 Evaluate the training outcomes

6 Here’s what else to consider

Senior Stakeholder Management

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