‘Action!’ in August

In August 2009, CBI’s Hal Movius will be producing two new professional quality High-Def negotiation training DVDs for a Fortune 100 Company. The first portrays Hard, Soft and Mutual Gains negotiating behaviors in a series of eight vignettes.  One set of (four) vignettes focuses on up front contract negotiations for a service contract. The second set looks at a dispute that arises toward the end of the agreement. For each set of vignettes, viewers see different combinations of Hard/Soft/Mutual Gains interactions and techniques, with the goal of identifying the key behaviors that Mutual Gains negotiators need to learn and deploy to manage Hard and Soft negotiators.

The second video is a 20-minute “feature” that follows the story of a negotiation between a large manufacturer and one of its distribution partners. The film follows a protagonist from preparation (inside her company) to a series of meetings with her counterpart. Between these meetings are more internal meetings at which she gets coaching and advice from her boss and a colleague.

Both films use professional actors, and a full film crew. “We’re very excited by the opportunity to create realistic, fast-moving, high quality video materials,” says Movius. “In keeping with our training philosophy, the materials are tailored to meet specific pedagogical needs and to provide real-world examples of negotiation in a specific context.”  

The two films expand CBI’s library of video materials, including two High-Def videos (one on coaching negotiators) produced by Movius in 2007.