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:
BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-
LEARN MORE
Services :- Customization Services, Impact Evaluation & Learning Journeys
Content :- Negotiating to YesTM
. . . More than 18% of the revenue
associated with those negotiations was
attributed to the skills learned from the
Wilson Learning solution.
