Our Programs

The Successful Negotiator
Enhancing Negotiation Skills
Dealing with Difficult People
Personal Styles
Individual Feedback
Working with CROs
Individual Consultation
Follow-Up Studies

STUDY A

Subject: Follow Up Study
Participants: Pharmaceutical Company Managers
Number: 18
Survey Completed: 6-18 Months After Program

COMMENTS:

"[I've saved the company] $200,000."

"One of my projects is two months ahead of schedule...I can say that in just this project it represents a cost savings of $25,000."

"I've saved $30,000 in the process of negotiating grants for clinical studies."

"This was the most valuable HRD course I have ever taken. Assertiveness is fine, but learning negotiating skills gives you techniques by which to attempt the assertion."

"[As a result of the program] I've cut short the time needed to write and discuss inspection reports; am more effective in getting others to comply with my inspection findings."

"This class is to be taken quite seriously as a potential resource."

"I've become less aggressive and more assertive."

"...facilitated scientific collaboration within my research group by facilitating the resolution of potential conflict."

"Productivity improved in my section through increased harmony with outside service groups."

"I have found myself negotiating with both my staff and my boss... asking questions and listening to answers has been very helpful."

"I'm more sensitive to what the other person wants and I find myself more willing to compromise happily."

"I've referred to Ira Asherman's manual approximately 3-4 times since the course."

"I'm not negotiating against myself."

"I've used the techniques learned in this program many times in my day-to-day work."

"I've saved two weeks off a schedule and approximately 10% in costs [because of this course]."

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STUDY B

Subject: Follow Up Study
Participants: Pharmaceutical Company Managers
Number: 19
Survey Completed: 6-18 Months After Program

COMMENTS:

"Proved especially useful in identifying negotiating styles so that I could maximize [the company's] position on grant performance."

"I've been dramatically more successful in getting cooperation in experimental planning...and hence, in a better position."

"By identifying areas of potential savings through reduced expenses, we (collectively) passed through $3-4,000,000 in increased profits."

"Freight discounts negotiated for incoming freight totaled approximately $21,000 from June to December."

"...negotiated 25% residual value limit upon expiration of equipment lease contract."

"...saved about $5/hour for contract engineers -- annual savings of about $10,000."

"...I'm not afraid to set my goals much higher at the outset."

"I'm getting a clearer understanding of my position and the other parties position ahead of time. This allows for development of alternatives that can be proposed during negotiations. I'm also learning to say no and stick by it."

"I've learned how much people perform position bargaining...I've learned to recognize this and draw people out so we can work on solutions to a negotiation which results in WIN-WIN."

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