Negotiation Training For Your Most Challenging Negotiations

Working closely with this beverage company, Peter brought together a team of its commodity buyers from around the world to improve their already strong performance through tailored negotiation training over five days. In a series of negotiation workshops, he delved into: the psychology of their craft; how to get creative in their negotiations despite perceived limitations related to buying and selling commodities; and approaches for keeping multiple suppliers for diversity’s sake and to avoid the rise of a monopoly. Based on advance interviews and surveys with participants, Peter developed new cases for this client, allowing him to successfully target their most critical influence and decision-making challenges.

Peter developed negotiation seminars tailored to the needs of this group that aggregates medical clinics to maximize efficiencies in branding, sales, and marketing, as well as cost savings through scale purchasing. This negotiation training was related to the mindset and best negotiation practices of successful business buyers. This included how to approach and influence individual clinic owners to gauge their interest in selling; structure lasting deals tailored to the specific needs of those selling; close deals in a more timely manner; and know when to move on from those less inclined to sell.

Peter led a labor-management engagement with a bitter history including recent lockouts and strikes. At the request of both union and management, Peter and his team started with negotiation training for all the parties together over the course of three days. With Peter’s guidance, the parties brainstormed about how to resolve their most challenging issues in upcoming talks on the final day of training. Peter then helped structure talks and mediated them until the parties were able to operate on their own. A ground-breaking contract was reached and the parties agreed that Peter's training and facilitation of their contract discussions was critical to this positive outcome. 

A healthcare company seeking rapid growth brought Peter in to advise on negotiating key account sales, managing those accounts effectively, and handling their most challenging sales dynamics and customers. This advisory work included negotiation training for all sales team members in how to best influence potential customers, negotiate large sales, and close deals in a timely manner.

To meet the very specific needs of this leading-edge group, Peter combined in-person and online negotiation training for their buyers and sellers from around the world over the course of a week. When teaching online, Peter delivered  tailored negotiation workshops and negotiation cases twice daily, once for Europe, North America, and Africa, later repeating the same material with different applications for those in China and Singapore.  

Peter developed a series of two-day Advanced Negotiation Workshops tailored to experienced negotiators across this state government handling the largest and most significant deals. Negotiation training included a focus on how to maximize external results through effective internal negotiations across different state departments. Other topics delved into best procurement practices,  applications to current negotiations, and how to best manage outside counsel.