How a global healthcare company took negotiation from a conference to daily practice
The context
The company in this case operates in the global healthcare supply chain, connecting manufacturers, healthcare providers, and patients across markets. With a commercial team spread across multiple countries and a wide range of professional profiles, from sales to marketing, alignment is both a strategic priority and a daily challenge.
Negotiation sits at the heart of this business. Every client and supplier conversation, every internal discussion. Yet, as in many organizations, the understanding of what good negotiation actually looks like varied widely from person to person, and from country to country.
The starting point
The collaboration with NegotiationWize began with an invitation: to design a full-day experience for an international company conference held abroad, bringing together both commercial and non-commercial profiles for a shared learning moment.
The day was built around the NQ® model, introducing participants to the principles of Negotiation Intelligence® through exercises, reflection, and immediate real-world application. The mix of profiles was intentional. Negotiation is not the exclusive territory of sales.
The day resonated. Energy was high, engagement was genuine, and something shifted in how people understood and talked about negotiation. Less transactional. More about the long game.
Building on the momentum
What followed was more focused. A smaller group of sales professionals continued the journey with a structured learning journey that included individual NQ® scans, group coaching sessions, and an integration day designed specifically for the commercial team.
The integration day brought in professional actors, creating a space where participants could practice in realistic, high-pressure scenarios and bring their own real cases to the table. Theory became lived experience.
The response from participants reflected that shift. One senior leader within the global commercial team described it as among the most impactful negotiation experiences of his career.
When it does not stop at the training room
What makes this case particularly telling is what happened after. The team decided to carry the learning forward into the team’s monthly internal communications. Each month, one concept from the NQ® model is highlighted in the newsletter, offering the commercial team a regular moment to reconnect with what they learned and apply it with fresh eyes.
This is what integration looks like in practice. Not a one-off event, but a language that keeps living inside the organization.
The combination of a theoretical framework and real-life cases made it possible to create a tangible impact on the negotiation skills of our sales team. Each of the different stages added unique value in gathering insights and upskilling the way of negotiating.
HR Manager • Healthcare company
What this means for your organization
Every element in this journey, the conference experience, the NQ® scan, the group coaching, the integration day with actors, and the follow-up communication, is available as a building block. The combination, the timing, and the ambition are always shaped around your organization’s needs and goals.
If you recognize this challenge in your own team, we would like to have that conversation.
