We do not offer standard off-the-shelf solutions. Each client has different strengths and weaknesses in their approach to negotiation – for example, some assert too much power, others not enough. Some present too many options for agreement, and others too few. Therefore, we begin with detailed diagnostic work to understand both individual and organizational negotiation patterns.

Our first step is often, but not always, to offer some training to all those who are responsible for managing a company’s critical relationships, at both operational and strategic levels. We believe that individual skill helps build organizational skill. We start with individuals, and then build systems and processes around them. Training enables the development of a common negotiation vocabulary, and begins to improve coordination and alignment on how strategic relationships are managed. Our training is experiential and rooted in action learning approaches. 

As a next step, we often run “train-the-trainer” programs, or help establish a team of internal negotiation experts, who will become the in-house guardians of new systems and tools for effective negotiation.

We also offer the option of joint workshops between teams from our client company and those from their partner companies, to cement relationships and enable the immediate application of new approaches to ongoing negotiations.

Additionally, a specific client or partner team may benefit from a preparation workshop to get aligned before a particularly challenging negotiation.

There is also the option of follow-up one-on-one coaching for key team members.