What We Do
Your success at the negotiating table is dependent on what you do well before you get there. We help professionals in functions such as sales, alliance management, legal, government affairs and market access to plan for and engage effectively in their toughest negotiations with their clients, alliance partners, suppliers and government stakeholders.
How We Do It
“Not only is he an excellent educator and facilitator, but a very masterful and intelligent coach. What impressed me the most was the speed with which he became familiar with our product strategies (which are by definition complex) and was able to create a safe and fun environment in which our colleagues could practice their skills in real time.”
We equip people, teams, and organizations with the skills, tools, and processes they need to problem-solve and collaborate effectively in the broadest range of situations.
This involves building and regularly fine-tuning capacity at different levels of an organization:
At the individual level, we train and coach people on how to develop, reality-test, and execute on real-world partnering and negotiation strategies.
At the team level, we help cross-functional teams to develop and align on a robust strategy, and plan for coordinated execution.
At the organizational level, we help establish processes to sustain good practice and evaluate progress against business objectives.
Examples of Our Work
Deal coaching on mission-critical negotiations, tailored to the needs of each team. Activities can include situation analysis, stakeholder analysis, deal design, narrative development, objection handling, mock negotiation practice sessions and individual mentoring
Facilitation of Board and team meetings to foster dialogue and build alignment on challenging issues
Design and delivery of skill-building workshops and one-one-one coaching in negotiation, partnering, client relationship management and conflict management
Facilitation of working sessions with teams from two different organizations (e.g, service provider and client, or two alliance partners) to diagnose relationship challenges and agree ways forward
Design and delivery of train-the-trainer workshops for roll-out of negotiation skills training across a team, plus ongoing coaching of trainers