Case Study: Manchester Business School

bridge][ability is closely involved with Manchester Business School in a number of areas.  Over the past 3 years our focus has been delivery of negotiation development training on their Advanced Management Achievement Course (AMAC).

The AMAC:

The Advanced Management Achievement Course is a 3-week highly specialised programme designed for military officers moving into management and executive careers. Through a mix of taught sessions, in-company visits and guest speakers, attendees develop the confidence and management tools to take the next step into a new and unpredictable commercial environment.

Attendance on the programme also includes the award of the Chartered Management Institute Level 8 in strategy and leadership.

Although the AMAC has been running for several years, it has never addressed directly the subject of commercial negotiation.  Further, the attendees on the AMAC, whilst senior in their military roles, have not been exposed to the challenges of negotiation in the commercial world.  Our remit was to deliver a short and focussed programme within the AMAC, that would equip the attendee with the knowledge to enter a new career and be commercially effective immediately.

The AMAC provided an almost unique challenge.  In the vast majority of situations where bridge][ability is presented with ‘new-comers’ to negotiation, they tend to be junior, either in age or time served within their parent organisations; the AMAC delegates are neither of these things.  Their lack of knowledge and experience is a product of the environment in which they have worked.

Our knowledge allowed us to craft an impactful day that would give the attendees the ability to influence their negotiations through a thorough understanding of the nature of any negotiation (and environment), the ability to plan any negotiation and an understanding of the impact of their actions on others.  Through the use of video feedback we were able to demonstrate to the attendees how they influence, and are influenced by others, in a negotiation situation.  Whilst brief, the sessions we deliver on the AMAC expose attendees to transactional and collaborative negotiations – in short, we give them the all the skills they need to by effective in their new roles.

Our relationship with Manchester Business School continues to thrive.

influencing, management, negotiation, team development

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