Case Studies
One Million? The Tip of the Iceberg
A Fortune 500 marketing and media network sought to promote best practices in negotiation across its operating companies
Going, Going… Won
A global market research company faced increasingly difficult negotiauctions with clients.
Rapid Learning From Negotiations
A global business unit needed to learn more rapidly from its globally distributed negotiating teams, to promote continuous improvement.
Building Network Expertise
A major healthcare company wanted to build greater in-house negotiation expertise by equipping a cadre of 'champions' to promote more effective support of local negotiating teams across diverse markets.
Family Firm, Global Growth
Leaders at a major manufacturing company wanted to develop greater organizational effectiveness in negotiation: internally and externally.
Providing The Tools
A rapidly growing biotech company needed to secure market access to their breakthrough product.
From Internal Conflict To Shared Gains
A major food and beverage company sought to work more effectively with their business partners.
Equipping A Global Learning Academy
A global learning academy sought to provide more effective negotiation training and support solutions to their internal customers
A Coaching Resource For Sales Leaders
A global commercial operations center of excellence sought a coaching guide for regional sales leaders, to support their retail salespeople in local negotiations.