Leslie Roberts emphasized planning, multi-party negotiation and working with a variety of cultures in the one-day workshop.
DENTON (UNT), Texas – Leslie Roberts, principal lecturer in the University of North Texas College of Health and Public Service Department of Public Administration, worked with Toyota Motor North America to provide negotiation training to a dozen members of the information technology vendor management team. The daylong workshop on March 4 concentrated on planning to negotiate in four situations:
- Working more effectively with internal and external teams
- Gaining an informal leadership role in negotiations when no clear leader is determined
- Working with startups that have no experience working with large corporations
- Working with original equipment manufacturers (OEM)
“Toyota works with a wide variety of parties with very diverse backgrounds and they noted that that they need to hone their skills when it comes to developing relationships and negotiating deals,” Roberts said. “In this training, there was an emphasis on planning and learning to not become positional with the other party if negotiations don’t go as expected.”
Wayne S. Heiler, manager of the team, says this was the best training investment he’s made in his career.
“This training significantly enhanced the skills of our team and has made our team more disciplined negotiators,” Heiler said. “Irrefutably, this training will lead to future significant cost savings and more valuable vendor engagements for Toyota.”
Roberts hopes this opportunity will lead to more training opportunities with Toyota and will further expand UNT’s strong relationship with the corporation.