Case Study: Negotiation training really pays off 

"Jeanette Nyden conducted negotiating seminars for two of our ITG business units, Advanced Input Systems in Coeur d’Alene, ID and Memtron Input Components in Frankenmuth, MI.  As a direct result of Ms Nyden’s program we are more effective in our pricing and terms negotiations and our profitability demonstrates the benefit of our investment."

R. B. Lawrence, President Interface Technologies Group

Getting Everyone on the Same Page    

              Advanced Input and Memtron Components, medical device manufacturers and vendors to very large corporations, wanted to offer negotiation training to their sales people. As a result of conversations with J. Nyden & Co. Advanced Input and Memtron Components decided to train nearly the entire staff on negotiation skills.

              The president of ITG and overseeing both Advanced Input and Memtron Components realized that large companies were eroding their profitability by circumventing the traditional, contractual negotiation process. In other words, customers' engineers would call and ask for changes from ITG engineers without negotiating for payment for those changes.

Negotiation Training for Everyone   

              By training everyone from purchasing, to the engineers, to production managers to the sales staff and executive team in effective negotiation techniques, Advanced Input and Memtron Components understood that every conversation as a vendor to a Fortune 500 company is a negotiation from the time that you pick up the phone or read the email.

Negotiating Price vs. Value

              Fortune 500's expect a lot of value from Advanced Input and Memtron Components and the best possible product. By showing their customers that every requested change to the product impacts the device, ITG group is now able to negotiate those changes in a more positive and impactful way. Advanced Input and Memtron Components are assertively negotiating on many levels with their customers and see the results of their labor in better profits.

What Clients Can Expect

              Clients can expect three things from J. Nyden & Co.: A clear methodology for training people to negotiate on value rather than on price, frank discussions about the feasibility of options, possibilities and responses, and a sense that you are in control of your destiny with large corporations. 

© Jeanette Nyden 2006