Case Studies

Boehringer Ingelheim is a global group of companies that is constantly innovating the research, development, manufacture and marketing of pharmaceuticals.

Natural Training was asked to develop a negotiation skills training workshop for 10 members of the Purchasing team ranging from the Purchasing Assistant to the Head of the Purchasing Department.  The aim of the training was to bring every member of the team to a consistent level of ability.  The team required a workshop that would refresh and up-skill them on negotiation techniques, not the negotiation process.

The team are highly experienced and negotiate over a wide range of services and products, from clinical trials to contract sales teams. The team were introduced to a range of negotiating tasks and activities, designed in line with the brief. The interactive nature of the workshop led to all the team becoming involved and offering their ideas and suggestions.

The workshop therefore encouraged the team to assess their capabilities and be reassured that in key areas of the negotiating process they were operating effectively. The content also served to remind members of the team of tools and tactics which had become either blunted or were underused.  The training enabled the team to reflect on their individual negotiating style and understand how colleagues handled similar situations.

As a team, they negotiate with both external business partners and internal customers. The team were able to discuss how to handle the differing demands of external and internal negotiations and found the Natural Training approach to negotiation roadblocks and the resulting conflict practical and extremely beneficial.

Clients

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