CBI provided two single-day negotiation trainings for both senior executives and management of the Eastman Kodak Company. Kodak asked CBI to tailor the training to meet its specific needs regarding important recurring negotiations with major clients. The training emphasized how to successfully build and maintain relationships during these negotiations. The course introduced the Mutual Gains Approach to negotiation, using several interactive negotiation simulations, including one written specifically for Kodak. It also included a module on the psychology of negotiations. A “strategy clinic” at the end of each day allowed staff and senior executives to solidify their understanding of the subject, and to consider how to apply the new skills and concepts to their particular challenges. Participant evaluations rated the training as ‘excellent.’

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