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Case Study
Industry Art & Collectibles
Category Sales
Product Negotiation & Influence
Business Issue
Relationships are critical to success in the fine art auction world. This means it is essential that necessary negotiations are conducted respectfully within the context of the business interests of both the auction house and its customers. This organization’s top specialists were challenged to respond to a wide range of negotiation scenarios, requiring them to be both strong negotiators and highly adaptable to accommodate a variety of situations. It was also a top priority to maintain strong customer relationships, as the auction house’s reputation relied heavily on the experience of its customer and vendor base.
Solution
To maximize their relationship and the success of their negotiations, Wilson Learning worked with this global auction house to provide a principled negotiation program that focused on the interests of both their customers and their organization. This initiative was supported by senior managers and incorporated a follow-up and reinforcement approach to ensure a deeper understanding and application of the new principled negotiation approach and skills
Outcomes
The group of participants who reported:
100% of participants said they can negotiate more positive outcomes.
More than 18% of the revenue was attributed to newly learned skills.
91% of participants found it was easy to apply the learned skills on the job.
Behaviors that showed the greatest level of change:-
- Maintaining positive relationships with various stakeholders
- Having improved the quality of their negotiations
- Ablity to say “no” to unreasonable demands due to the skills they learned.
. . . More than 18% of the revenue
associated with those negotiations was
attributed to the skills learned from the
Wilson Learning solution.
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