Unlocking the power of negotiation
Homebuilding company's investment in negotiation skills yields remarkable results for fast-growing land team
HELPING SELLERS SELL: AN ADVANTAGE CUSTOMER STORY
Customer description
A prominent homebuilding company, operating across 14 states and renowned for delivering exceptional housing solutions, sought to enhance the negotiation skills of their rapidly growing Land Team. As a key division responsible for securing land purchases, the team plays a vital role in driving the company’s success in competitive markets.
Driver
Facing an increasingly competitive housing market and geographical expansion, the client recognized the need to stay ahead. They aimed to sharpen their team’s ability to negotiate deals, maintain profit margins, and build stronger partnerships, ensuring a solid foundation for growth in the coming years.
Solution
Accordence’s tailored Just Negotiate® program provided a structured, hands-on approach to negotiation training. Over 8 highly interactive virtual sessions, participants engaged in custom role plays, explored the ICON® negotiation model, and applied strategies to real-world scenarios. The program emphasized a systematic approach to understanding interests, preparing thoroughly, and fostering collaborative outcomes.
The sessions were dynamically adapted in real time based on participant feedback to maximize engagement and relevance. Post-workshop, participants received tools like digital planners and laminated ICON cards to reinforce learning and encourage practical application.
Results and impact
The program yielded impressive outcomes:
- Enhanced skills: Participants expressed newfound confidence in preparing and executing negotiations, with comments such as, "Helped put organization to skills I have and add to those I was lacking."
- Unanimous recommendations: All survey respondents endorsed the workshop, citing its relevance and value.
- High engagement: Role-playing activities and the ICON framework were particularly highlighted as transformative, empowering attendees to think creatively and holistically about negotiations
Lessons learned and next steps
The success of this program emphasized the importance of tailoring training to the unique challenges faced by teams. Moving forward, the client plans to integrate negotiation frameworks into onboarding for new hires and explore follow-up modules to deepen skills over time. Refresher sessions and real-world case studies are being considered to sustain the momentum and embed negotiation excellence into their culture.
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What participants said
- "This was an invaluable training that will help me prepare in a different and more efficient way prior to negotiations."
- "This training opened my eyes to better strategies and showed me the importance of understanding both sides' interests."
- “The value I received during these sessions was far above my expectations.”
- “Incredible. Helped put organization to skills I have and add to those that I was lacking.”
- “This was an invaluable training that will help me prepare in a different and more efficient way prior to negotiations.”
- “Awesome! Structure to the art."
- “Very helpful even for experienced negotiators who have a great deal of negotiation history. Great to be able to label and organize the relevant pieces of a negotiation and create a preparation roadmap.”
Practice Area: Helping Sellers Sell
Tagged with: Just Negotiate
Let us know if you'd like to learn more about how this can work for you, and we'll be in touch.