You can't claim you're the value leader when everyone knows that in the final hour your prices will sink faster than the Titanic!  Negotiation is no longer about pulling the perfect response out of an arsenal of a dozen, two dozen or 200 negotiation tactics to make a procurement officer magically buckle.  Negotiation is not a soft skill that's strictly the domain of sales professionals.  It's not a necessary evil that concludes the sales cycle.

While having general agreement on a particular way to negotiate deals is beneficial to the entire organization, what is more beneficial is providing individual negotiators with ample flexibility to address their own situations within those guidelines. 

Where will your training dollars be spent in 2012?  Will you achieve a high return on investment from those dollars? 

97% of verbal negotiation tactics globally follow a very, very predictable pattern.  Does that astound you?  It did us!  And we've been on a relentless pursuit for negotiation alternatives for years!

Do a search on negotiation training and you'll come up with over 2 million results!  How do you know what to look for, and ultimately choose, for your organization?  I'd like to bring some fresh thinking to the subject of selecting a business negotiation training firm.

With more than $4.25 billion in annual revenues, Nalco is the global leader of sustainability solutions for water, energy, and air.  Operating within a global economic environment that translated into margins eroding, account attrition rates climbing and stalled technology deployment and new account production, Nalco chose to transform their own sales culture.  The scope of the case study is Nalco's Water and Process Services segment, and within that segment, the Key Account Management (KAM) program.

Think! Inc. recommended Nalco move away from a series of negotiation training events.  To change culture, this effort needed the horsepower of support from executives who were serious about implementation and fundamentally understood success did not reside with the KAM team alone.