CBI Conducts Negotiations Audit for Fortune 200 Manufacturer

CBI Practitioners: 
Hal Movius
CBI Practitioners: 
Lawrence Susskind
Case Study Image

CBI has undertaken a negotiations audit for business development leaders in a global manufacturing firm.  The audit will provide a basis for tailoring future workshops and for identifying steps the organization might take to build its negotiation capabilities.  As described in Movius and Susskind’s new book Built to Win:  Creating A World Class Negotiating Organization (Harvard Business Press), assessing current negotiation practice involves:

  1. Confidentially interviewing representative negotiators to learn about their espoused theories as well as their “theories in use”, as revealed by their stories about difficult negotiations
  2. Analyzing the findings from multiple perspectives
  3. Diagnosing gaps between best practice and actual behavior
  4. Avoiding blame
  5. Providing recommendations for how training and other interventions should be designed and deployed to address the gaps

Based on the audit, CBI will design and deliver targeted training to senior executives in the company, and create a high-quality teaching video of a realistic negotiation that can be used more broadly to teach the mutual gains approach.  (The video will be our third in as many years. Two previous videos focused on dealing with a hard bargaining procurement consultant, and on coaching a stymied negotiator.)

CBI will also prepare a two-part simulation that focuses on a business development negotiation.  In recent years CBI has created more than a dozen business-focused games on behalf of clients that show how a mutual gains approach to negotiation can create better results in competitive business contexts.  
For more on how CBI can conduct a negotiations audit for your organization, or to learn how we can create high-quality negotiation training materials for your organization, contact CBI.