Strategic negotiation skills for logistics managers
A learn-by-doing negotiation workshop for managers at an international transport and logistics company.
The client
The client is an international transport and logistics company headquartered in Austria, with around 8,000 employees at 180 company-owned locations in 35 countries. Its portfolio includes land transport, air and sea freight, logistics solutions and parcel services.
The challenge
The company's managers deal with many different parties to keep logistics services running flawlessly. They often face situations where negotiation skills are essential.
They needed to learn how to define their strategic position, plan their negotiations and steer a discussion towards an outcome that is in their favour or good for both sides.
What we designed
ClarkMorgan delivered a highly interactive Strategic Negotiation Skills workshop built on practice.
The programme covered
- Understanding your own management and negotiation style
- Preparing for a negotiation with the Harvard Method
- Building rapport and improving client relationships
- Understanding stakeholders' values to build the win/win
- The negotiation toolkit
- Negotiation practice at the negotiation table
- Calibration: how to read others
- The Meta Model: great questions for negotiations
- Delivering compelling examples
The result
Through learning by doing, participants improved their negotiation skills quickly.
They came to see that good negotiators are not trying to prove themselves right or the other side wrong. They take a strategic approach to people issues, assess the situation objectively and logically, and focus on interests and concerns instead of positions.
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