How a global negotiation approach was embedded for consistently high performance

The Client  

Total Negotiation Group’s client is a global FMCG manufacturer that recognised they had a global skill gap in negotiation.  

Their Challenge

The client needed a solution which enabled them to resolve this global issue quickly, as well as to set themselves up to become self-sufficient on-going. Whilst they had internal material it was extremely out of date and was poorly delivered by low-level sales managers. They needed to find an external partner that could create modern, fit for purpose content, that could be easily tailored to the multiple challenges they faced.  

Objectives of the engagement 

To produce a programme which would be adopted and sponsored by senior sales and L&D stakeholders across markets, and which would have a minimum 2/3-year shelf life. 

The solution 

TNG and the client agreed that the large number of people and different languages meant that an external only solution would be too costly and slow. We therefore needed to find a way to not only build the right content but to also give them a rapid internal capability build 

TNG worked over a 6-month period to co-create the content for both entry and intermediate negotiation programmes. This involved writing all the content in a way that could be flexed to specific market needs, as examples:  

- Training could be delivered as a 2-day workshop, 4 x ½ day workshops or 8 x 2-hour sessions 

- Role-plays could be interchanged to meet the differing challenges in different customer groups or markets 

Outcome 

Once the content was signed off, we then translated it and ran a roll-out to create over 40 globally approved trainers who were accredited to run the workshop for the client. This programme was delivered over 130 times in the first 12 months and enabled over 1000 delegates to be trained in a consistent way.  

Client Testimonial 

 “Total Negotiation have made a step change in the way we build negotiation capability by bringing real world thinking into the negotiation skill-building arena. On top of this though, is the flexibility and support that TNG give to building the programme that fits our needs, adjusting and making even stronger whenever needed. TNG are always available for the delegates to contact on an ongoing basis, and even support coaching conversations outside of direct negotiation and more into the area of commercial coaching. Delighted to be working with TNG.” Global Sales Capability Lead 

Future 

The client continues to run entry and intermediate level programmes with TNG the recommended provider of advanced negotiation skills. The materials are refreshed annually with additional facilitators accredited to replace people that leave.