While many of our clients share similar negotiation challenges, we know that each client we work with is also unique. Our model and the way we work with you reflects this. We carry out each project in constant dialogue with you, starting with our design conference. This is where we do upfront research to understand YOU and YOUR unique set of needs. We then use these insights to design (Blue Printing) and plan the content that will be used during skill development where people participate in engaging development experiences (delivery). Finally, we conclude each engagement with reinforcement and impact measurement (tracking) to make sure behavior change has occurred and results have been achieved.
This is where, through a design conference, we work with you to identify and agree on the goals for the project, determine who the audience is, research your organization, create customized content, and determine how we will deploy the initiative.
Here’s where the rubber hits the road. We work with 8-24 people at a time, typically over 2 days. During these 2 days, participants learn, practice, and apply newly learned negotiation skills through a series of 8 different negotiations. By the time they are done, they’ve built the confidence and competence to apply their new skills to real-world negotiations.
This is what we like to call “Retention Superglue”. During this phase, we begin by working with your managers who participate in our half-day “Coaching & Reinforcement Workshop™” (CRW). The CRW provides managers with the skills, tools, and practical “know-how” they need to coach effective negotiating back on the job. We then drive application through our “100 minutes™” video-based reinforcement and application platform that promotes real-world application by learners and active coaching by managers.
At the end of the day it’s about results and we believe what gets measured, gets improved. Here’s where we measure results by tracking and measuring how your people are applying what they’ve learned to actual negotiations (typically 3-6 months AFTER we work with your people) and examining what impact the use of their newly acquired skills has had on key metrics.