Insightful assessments. World-class training. Customized learning materials and process improvement solutions.
In Built to Win, we pioneered the idea of negotiation as an organizational capability. So we are confident to claim that we know more about doing this than any other consultancy. Our onsite training workshops are delivered by leaders in their fields. We help you develop tailored in-house learning solutions. And critically, we’ll put in place systems, tools and processes that allow new learning to take root.
Our Consulting & Training Solutions include:
Our comprehensive Negotiations Audit assesses current beliefs and performance; provides recommendations for how training can be designed to most effectively address them; and identifies interventions – beyond training – that will promote negotiation effectiveness and efficiency. Described in the book Built to Win, the audit process brings to the surface what your people are really thinking and doing in their negotiations (not just what they tell you).
Our Negotiation Performance Review has helped some of the world’s leading companies to see how things can be done better or differently. We look carefully at a set of negotiations, reviewing contracts and other key documents, and confidentially interviewing negotiators and decision makers. The resulting report provides clear, actionable recommendations for improving business processes, governance structures, success measures, and incentives.
One of our most important goals with clients is to equip them over time to be less dependent on external training. We bring proven, evidence-based learning solutions to leaders and teams who want to create in-house training programs and branded tools. We help our clients to articulate and diagnose current organizational challenges, then create tailored materials and exercises that match the challenges and context that their people face, using language that is congruent with both culture and current operating environments.
Successful learning solutions for clients in recent years include:
Learning modules for face-to-face workshops: on influence, emotional acumen, leadership, core concepts in bargaining, creating value in competitive environments, multiparty negotiations, negotiauctions, negotiating on behalf of others, preparation coaching, and managing mock negotiations.
Simulations for two or more parties, that are both scorable and realistic. Based on careful interviews, we can create challenging, interactive games that capture a group’s current negotiation and influence challenges. It includes a teaching note that explains how to run and debrief the exercise, including the takeaways. We can also license existing simulations to clients.
Teaching films that take audiences through specific business challenges (e.g., negotiations, meetings, difficult conversations) in ways that engage high-spirited discussions and debate. As featured by Harvard’s Program on Negotiation, we have special expertise in writing, directing, casting, and editing high-quality videos. Our clients have often used the films in many learning workshops to address diverse issues around interpersonal effectiveness.
Train the Trainer Programs to train and support your trainers, so that they become trusted resources in the classroom and beyond. We do this through in-person training sessions, webinars, conference calls, and individual coaching sessions before and after major workshops.
E-learning modules and custom webinars that can be hosted on in-house learning management systems.
Handbooks and resource guides on negotiation concepts and negotiation coaching.