Negotiation - Case Study

Claviga's client was situated in a highly competitive market and wanted to improve their ranking against their competitors - aiming for the 'number one' spot. One of their challenges was to improve their skills at negotiating with prospective clients.

We introduced a bespoke negotiation skills programme that was based on a case study of a fictitious company within their market, and based on their specific market mix and demographic. The programme introduced role plays and live negotiation exercises designed to allow participants to practice for real life situations and experience the benefits of win-win outcomes.

As a result, the team realised that the business they had negotiated in the past had not always been sufficiently profitable, and they gained the confidence and skills to recognise and pursue profitable opportunities. In short, they began to aim higher.