Rapid Learning From Negotiations

Situation:

A global business unit needed to learn more rapidly from its globally distributed negotiating teams.

Problem:

The business unit comprised diverse products, spanning 100+ markets. Leadership recognized that teams could benefit immediately from one another’s tactics, offers, experiences and outcomes.

Action:

We created a company-branded negotiation newsletter. Interviewing negotiators from across the company, we disguised case details and produced brief case studies each quarter that included key takeaways as well as commentary from senior leaders.

Result:

Cases were sent out quarterly to tens of thousands of colleagues, then posted in a forum that promoted further discussions and insights across dozens of markets.