“MWI and Analog Devices Incorporated (ADI) began working together in 2007 to collaborate on a Negotiation training program that would be delivered to critical account and business leaders worldwide. Educating employees was considered the first element of a two part plan. A comprehensive curriculum was jointly developed and included pre-work exercises, role play, case studies, and post training follow-up. Critical to the success of the training was the integrated delivery of content by both ADI and MWI subject matter experts. The objective for ADI was to improve our negotiation capabilities both internally and with our customers shifting the process from one of confrontation to a win/win environment. The second element of the negotiation initiative was focused on follow up and re-enforcement. This included coaching support from both MWI and ADI that was completed prior to an actual negotiation. The intent was to support the concepts real time using “real” work. This was a key to enabling and supporting ADI employees helping them to navigate a successfully run negotiation session. Negotiating and creating win/win with our customers continues to be a key focus at ADI. The core concepts and techniques used to educate our employees have been extremely valuable in our ongoing effort to have outstanding customer relationships. We continue to work with MWI to help enhance and develop these abilities.”
George Smalanskas
Worldwide Director of Sales Learning and Development
Becky Trotsky
Manager-Contracts and Negotiations
“Our experience working with MWI’s training team was very positive at Cola-Cola Enterprises. We began working with MWI in 2002 to roll-out a company-wide dispute resolution program to over 36,000 employees and managers across the country. MWI worked with us to understand the issues specific to our business to ensure that the training was both effective in imparting new skills and productive in helping our new dispute resolution program become embedded into the culture. The MWI training team was exceptionally skilled at working with our employees and management, instilling in very practical terms our common vision for collaboration and open communication and providing follow-up and reinforcement of the principles that were disseminated. In short, MWI's training team was essential to the successful launch of our dispute resolution program at Coca-Cola Enterprises.”
Melanie Lewis
former Director of Solutions