Case Studies

• Boston Area Office of Global Firm Needs Contract Negotiation Training
• Washington State Forest Management Firm Needs Negotiation Skills
• Mid-Atlantic Realtors Group Rewarded With Negotiating Success™ Training

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Boston Area Office of Global Firm Needs Contract Negotiation Training
Challenge:
The customer, a global leader in security camera systems (47 countries) had asked their conference sales professionals to strike the best deals at hotels without training them on negotiation skills. The regional office chose to become the model for the company on taking the initiative in bringing in a negotiation specialist.

Solutions:
After searching the web for training companies who might satisfy their needs, our client selected Bold New Directions’ division The Negotiations Training Institute to bring the training seminar in-house because we approach negotiation holistically and with mutual gain in mind. This met with their value of creating win-win solutions whenever possible. They asked to not only cover actual contract negotiations but to also focus strongly on how to build positive negotiation relationships.

Results:
The fairly young group of 16 participants was hugely appreciative that their company had recognized their need for this professional development. The mental light bulbs came on numerous times as each attendee took away new ideas on how to approach the negotiators across the table from them and added new strategic steps to insure that their negotiations were much more thorough and effective.

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Washington State Forest Management Firm Needs Negotiation Skills

Challenge:
The client, a global leader in managing forests for recreation and timber development, realized that their young Great Northwest team needed formal education in negotiating with regional contractors. The challenge was that many of the staff members were still in school, working as interns, being groomed to become the next generation of forest management professionals.

Solutions:
After conducting a thorough “Needs Assessment” of their circumstances, it was decided to bring the Negotiation Training Institute out to their remote location to conduct our interactive training onsite. Even within the dense forest setting, the day was charged with professional engagement. We matched the more seasoned team members with those still in school or recently graduated for best cross-rolls skill and insight exercises.

Results:
Like most professionals who negotiate and have not previously had formal training, the participants found many, many tools that they simply didn’t know existed. The individuals within the group left knowing that understanding and building relationships with the people in the negotiating process is the first step in achieving win-win results. But they also took away important steps and processes for insuring an organized and highly strategized approach to their future bargaining.

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Mid-Atlantic Realtors Group Rewarded With Negotiating Success™ Training

Challenge:
The client, a large regional realtor’s association’s real challenge was how to select the members who would be granted the privilege of attending our professional negotiations seminar. All realtors negotiate on a daily basis and know that they can improve. But, with most Realty Agencies being too small to afford a negotiations specialist to come to them, they lack the added skills that would make them much more successful.

Solutions:
The solution for this large regional association has been to bring the Negotiations Training Institute in to their corporate offices on an annual basis to deliver the popular and effective Negotiating Success™ training program to a selected group of up-and-coming realtors. This win-win event has the members feeling quite appreciated and the realtor association insures that their body has the improved skills to more positively represent them.

Results:
Year after year, the attendees have been amongst the most positive, enthusiastic and committed participants that The Negotiations Training Institute has ever had the pleasure of working with. Invariably, the collective group leaves with all of the skills and negotiation insights instilled amongst them. They also make new connections with widespread members and commit to staying in touch to share negotiation successes with each other.