Creating Value for All Sides

Situation:

Working with regional executives in the US and Latin America, we helped a team to rehearse for a critical negotiation with a purchasing consortium.

Problem:

The previous year, negotiations had nearly led to impasse; both sides had walked away feeling dissatisfied and with greater mutual distrust.

Action:

Our coaching and advice helped the team to ask new and better questions, and to craft a proposal that realigned incentives, creating value for both sides.

Result:

Negotiations took far less time than in previous years and led to a more valuable agreement for both sides. Critically, the process and result enhanced reputations and trust for future negotiations.