Sonoco Use Case

Building and Implementing a Negotiation Strategy and Process

Sonoco is a $5 billion global provider of consumer packaging, industrial products and packaging
supply chain services. Headquartered in Hartsville, S.C., they run 300+ operations in 33 countries and serve customers in 85 nations. The scope of this use case is Sonoco’s Industrial Products and the
Tubes & Cores Division, a $500M+ business segment , and their commercial sales team that manages their 50 largest key accounts.

In the year after implementation, Sonoco’s entire commercial team has upped their negotiation game significantly, radiating courage with their toughest customers, and steadily turn in impressive financial returns deal after deal.

This use case brings to life the tenets, successes, and challenges to behavior change in developing and executing a negotiation strategy and process.