Bayer Mexico's challenge
Bayer Mexico aimed to develop negotiation skills and competencies in both its managers and its sales force.
There are thousands of books and speakers on negotiation. What they wanted was something different: not traditional e-learning, but something that would engage people and challenge them.
- Build negotiation skills in managers and salespeople.
- Move beyond traditional e-learning.
- Make training a real challenge.
The solution
They found Merchants. Participants tackle six real negotiation cases in a safe, risk-free environment: if they get it wrong, the system takes them back to do it better and look for a win-win.
The training manager did it himself: to convince others, he says, you have to try it and practise it yourself.
The games they played
Bayer Mexico on video
In their own words
We were looking for something different: not traditional e-learning where you click through certain points, but something that would engage people and challenge them.
Here you can get it wrong once, twice, three, four times: the system itself takes you back and tells you, do it again, and do it better.
Salespeople are very competitive, and this system makes you very competitive: whoever negotiates best gets the best results. That's real life.
The results
The team liked it for two reasons: they learned by playing and, since salespeople are very competitive, the simulator makes them compete. Some logged in at weekends to check their progress.
For Bayer Mexico it has been a different kind of training: not the usual speech and PowerPoint, but how you do it, how you compete, how you win and how you learn.
More healthcare case studies
Video case studyFor what it costs, the return is much greater.At Angelini Farmacéutica, the video game sceptics ended up saying: this is fun
Video case studyI managed to successfully negotiate the purchase of my home.Eisai's HR manager negotiated the purchase of his home with what he learned in Merchants
Video case studyWe had more volunteers than places available.Geneva University Hospitals had more volunteers than places for their game-based training
Shall we play?
Tell us what your team needs to practice and, in a personalized demo, we'll show you the solution that will make the biggest impact on your organization.