Major
Negotiations and Training Successes
High Stakes Negotiations
Harvard Program on Negotiation’s Israeli Settlements
Project
International media joint venture
Resolution of disputes with American partner and Japanese
competitors
Resolution of labor strike in India
Major school district teacher contract
Settlement of multinational litigation
Film actor contracts, licensing and distribution deals
Settlement of school desegregation cases
TRAINING ROI
ROI of 18 to 1 from Sales Negotiation Training
ROI of 16 to 1 from Training Account Managers
SALES RESULTS USING ALIGNOR PROCESS
Sales professional uses Alignor process to secure
huge increase above quota and lock in substantial
up-sell ($12M)
Sales team expands existing contract with major account
and kicks out competition ($4.5M)
Highly profitable proposal built from the Alignor
process secures large account from competitor ($382K)
Sales professional prevents major account from switching
to competitor ($300k)
Talking points built from Alignor process wins new
account away from competitor ($120K)
Sales manager builds creative solution with key internal
stakeholders of major account to retain deal ($110K)
Shifting negotiation from price to overall value locks
in major account ($96K/year)
Sales team takes back a key account from competitor
($86K)
High Stakes Negotiations
HARVARD PROGRAM ON NEGOTIATION’S ISRAELI SETTLEMENTS
PROJECT: Alignor management is working on a three-person
team led by Harvard Law Professor Robert Mnookin to
facilitate ongoing dialogue among Israeli leaders.
Dialogue focuses on internal conflict among Israelis
over withdrawal from settlements in Gaza and the West
Bank.
INTERNATIONAL MEDIA JOINT VENTURE: Alignor management
negotiated joint venture for television production
and distribution in India. Parties included major
Mexican, British, Chinese and Indian media companies.
RESOLUTION OF DISPUTES WITH AMERICAN PARTNER AND
JAPANESE COMPETITORS: Representing American high tech
manufacturer, negotiated settlement of antitrust and
intellectual property claims against American partner
and Japanese competitors.
RESOLUTION OF LABOR STRIKE IN INDIA: Alignor management
team negotiated resolution of labor strike that had
closed automotive component manufacturing facility
in India.
MAJOR SCHOOL DISTRICT TEACHER CONTRACT: Facilitated
contract negotiations between large urban school district
and its teachers’ union. Using interest-based
analysis, explored non-traditional options for improving
teacher performance and student achievement.
SETTLEMENT OF MULTINATIONAL LITIGATION: Alignor management
negotiated settlement of litigation in the United
States and South Africa involving American company,
South African company and German manufacturer. Settlement
ensured an ongoing business arrangement between the
parties.
FILM ACTOR CONTRACTS, LICENSING AND DISTRIBUTION
DEALS: Negotiated multiple agreements in the entertainment
business. Deals included actor contracts, licensing
of music and other rights, and television and home
video deals in the United States and international
territories.
SETTLEMENT OF SCHOOL DESEGREGATION CASES: Representing
the NAACP and several families, negotiated groundbreaking
settlement of school desegregation litigation with
State of Minnesota, Minneapolis school district and
suburban districts.
Training ROI
ROI OF 18 TO 1 FROM SALES NEGOTIATION TRAINING:
Within six months of training 80 field reps and managers,
a major consumer products company documented an 18
to 1 return on investment based on the new revenue
directly attributed by field reps to their use of
the Alignor process. The cost accounting included
all salaries, travel costs, and Alignor’s fees.
The six-month increase in revenue directly linked
to use of the Alignor process was over $3,000,000.
ROI OF 16 TO 1 FROM TRAINING ACCOUNT MANAGERS:
Less than one year after training over 200 account
managers, a Fortune 500 information technology services
company reported a 16 to 1 return on investment based
on the new revenue directly attributed by account
managers to their use of the Alignor process. The
ROI took into account the salaries and travel costs
of all training attendees, administrative overhead,
and Alignor’s fees. The increase in revenue
tied to use of the Alignor process was over $8,000,000.
SALES RESULTS USING ALIGNOR PROCESS
SALES PROFESSIONAL USES ALIGNOR PROCESS TO SECURE
HUGE INCREASE ABOVE QUOTA AND LOCK IN SUBSTANTIAL
UP-SELL ($12M): Leveraging a good relationship with
a major account, the account manager used the Alignor
process to develop an interest-based proposal that
addressed the account’s most critical needs.
In addition to winning a huge increase, which was
well above quota, the account manager was also able
to secure a number of substantial up-sells.
SALES TEAM EXPANDS EXISTING CONTRACT WITH MAJOR ACCOUNT
AND KICKS OUT COMPETITION ($4.5M): Using the Alignor
process, the sales team designed an interest-based
proposal (after identifying all of the key stakeholders
and their critical interests) to expand the relationship
with the account and kick out the competition, beating
quota as well. The account was so excited about the
deal that it gave gifts to the account manager and
her boss.
HIGHLY PROFITABLE PROPOSAL BUILT FROM THE ALIGNOR
PROCESS SECURES LARGE ACCOUNT FROM COMPETITOR ($382K):
On the heels of an Alignor sales negotiation training,
an account manager used the Alignor process to conduct
an interest analysis of a large account held by a
competitor. After the resulting interest-based proposal
was accepted, a department head at the account remarked
that it was like getting “our wish list.”
SALES PROFESSIONAL PREVENTS MAJOR ACCOUNT FROM SWITCHING
TO COMPETITOR ($300K): A procurement VP at a major
account planned a switch to a competitor because of
price. The sales professional used the Alignor process
to lock in the deal with the major account by identifying
critical interests that could be easily satisfied
and key stakeholders whose interests would be harmed
by the switch.
TALKING POINTS BUILT FROM ALIGNOR PROCESS WINS NEW
ACCOUNT AWAY FROM COMPETITOR ($120K): The sales team
converted this account by using the Alignor process
to identify the particular interests of the account
and design talking points that linked offerings to
the account’s critical needs. The sales team
also used the Alignor process to educate the account
on the disadvantages of not making the switch.
SALES MANAGER BUILDS CREATIVE SOLUTION WITH KEY
INTERNAL STAKEHOLDERS OF MAJOR ACCOUNT TO RETAIN DEAL
($110K): Sales manager identified key allies within
a potential partner that had already locked in a long
term deal with a competitor. The key allies signed
a separate agreement with the sales manager that addressed
their critical needs and kept the account.
SHIFTING NEGOTIATION FROM PRICE TO OVERALL VALUE
LOCKS IN MAJOR ACCOUNT ($96K/YEAR): A major account
was threatening to switch to a cheaper competitor.
The sales professional used the Alignor process to
demonstrate how its proposal fit the partner’s
overall needs and could be used more effectively than
cheaper competitive offers.
SALES TEAM TAKES BACK A KEY ACCOUNT FROM COMPETITOR
($86K): The sales team used the Alignor process to
identify and communicate negative consequences of
a switch to a competitor. This prompted the account
to secure an out clause in its contract with the competitor,
which it exercised after experiencing the negative
consequences.
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