Strengthening organizations’ ability to negotiate and collaborate
In our increasingly interconnected world, organizational leaders and key staff must effectively collaborate and negotiate internally and externally to advance priorities. CBI’s highly skilled and experienced staff helps organizations assess their current collaborative capabilities, design new approaches, train and coach staff, and create a culture of collaboration. Using the principles outlined in our award-winning book Built to Win: Creating a World-Class Negotiating Organization, CBI helps make collaboration and negotiation more effective drivers of organizational success.
Examples of CBI’s contributions include:
We conduct a comprehensive assessment of negotiation and collaboration capabilities, which includes interviewing staff and external counterparts. As part of this assessment, our staff analyze individual and team skills, along with organizational policies, procedures, and resources. We then custom-design a program to enhance collaboration. Our programs include: mentoring; shifting cultural norms; sharing knowledge and experiences; modifying policies, incentives, and structures; and monitoring and evaluating implementation.
Assessments identify staff most likely to add value with stronger collaboration and negotiation skills, and we give them customized, highly interactive training using case material that is relevant to their current challenges. Our staff translate the Mutual Gains Approach into knowledge and skills that participants can apply to their current work and continue to develop. Training can be in person, online, or blended. We link training to ongoing learning and capability building so experiences can be captured and shared to improve results.
Our senior staff, which includes certified coaches, has decades of experience supporting leaders and managers who have direct responsibility for key negotiations and collaborations. We provide them with in-depth coaching that combines direct observation, goal-setting, practice, and guided reflection. Time frames range from several days to longer-term, iterative engagements.
Assessments may reveal barriers within organizations that limit collaboration. We advise on ways that organizations can institutionalize learning from collaboration and negotiation experience, and systematically improve individual, team, and operational performance. We also work with senior managers to balance important objectives that may be at odds (such as minimizing legal and financial risk while risk sharing with partners).
Generate insights by interviewing diverse internal and external stakeholders, using learning from other contexts to prompt reflection, and building trust to open space for candor and creativity
Make training immediately actionable by integrating our expertise with assessment insights to create cases that help build skills and solve particular puzzles participants are facing
Help advance change by offering leaders recommendations for building organizational capabilities, including coaching, advising, system structures, and more, that will ensure that changes “stick”