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Consulting & Training | Marketing Services | Negotiauctions


A global market research company faced increasingly difficult negotiations and negotiauctions with clients.


With ever increasingly cost pressure on the client side and under intense competition from rivals, our client’s renegotiation environment that had become increasingly cut-throat. They sought to train senior account and finance leaders on ways to more effectively manage client negotiations and e-auction processes.


We interviewed twenty of the company’s leaders to understand their current approach to negotiations. Then, working with internal resources, we created a course and materials on managing negotiation and negotiauctions, delivering it for senior leaders while training trainers to deliver it to many more leaders and teams.


The course became and remains one of the most popular executive learning experiences within the company, and has helped client leaders to approach negotiations with greater confidence and sophistication.