Training built around a diagnosis of the client's specific commercial challenges. Their scenarios, their deal types, their counterparty dynamics. Not modules from a textbook.
Training for training's sake is entertainment. Someone comes in, tells war stories, covers frameworks, people take notes and forget half of it by the time they're back at their desk. Especially if the examples don't match the work they actually do.
Custom Training Programs start with what you actually negotiate. We spend time understanding your deal types, the kinds of counterparties you face, the recurring problems in your negotiation outcomes, and the skill gaps that matter. Are you mostly doing supplier negotiations with high-volume, low-complexity transactions? Or are you in complex commercial partnerships where relationships persist over years and information asymmetry is constant? Are your challenges that people lack tactical flexibility at the table, or that they accept the first offer because they don't know how to create options? Do your people know what BATNA is but can't build one?
From that diagnosis, we design a program. The modules, cases, and simulations are built around your commercial reality. You practice on deal types and counterparty dynamics that mirror what people actually encounter. You work through scenarios where you've historically had problems. You learn frameworks and behaviors that apply directly to your work, not generic playbooks that might or might not be relevant.
The program is usually a combination of structured sessions, applied case work, and time for discussion about how to implement what people are learning. Length and format depend on what your organization needs. The outcome is not that everyone passes a test. It's that people leave with capabilities that translate immediately to better deals.
Your commercial teams negotiate frequently but inconsistently.
Individual deals may go well, but there’s no shared methodology, no common language, and no way to scale what works. Training builds the baseline.
You need to equip a regional or global team with a unified negotiation approach.
Multiple markets, multiple P&Ls, different counterparty profiles, but a need for consistent commercial discipline across all of them.
Off-the-shelf negotiation training hasn’t produced behavior change.
Generic programs teach generic skills. These workshops are built around your actual deals, your counterparties, and your market dynamics. Behavior only shifts when the training mirrors reality.
You’re building or rebuilding a commercial capability function.
Whether it’s a new procurement team, a restructured sales organization, or a commercial excellence initiative, the training is designed to embed negotiation discipline from the ground up.
Your team needs negotiation playbooks that people actually use.
Not binder-shelf documents. Practical preparation frameworks and decision tools built from how your deals actually unfold.
We work with commercial teams to structure negotiations that protect value and change outcomes.