Independent Study Shows ExpertNegotiator® Improves Deal Results as Much as 17.5%

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Thunderbird School of Global Management Associate Professor Karen Walch Discovered that Negotiation Software can Boost your Organizations' Bottom Line by as Much as 17.5%

"We are excited by both the educational and business value of these results. The software not only improved the negotiation results of the users but also documented the value of those gains for the first time," said Dr. Walch.

Companies looking for ways to save money and boost their bottom line now have a proven negotiation planning and management (NPM) tool in ExpertNegotiator software.

Dr. Karen Walch, Associate Professor at the Thunderbird School of Global Management, has just completed a multi-year study of the benefits of using NPM software to boost negotiation performance. The study analyzed the results of over 250 negotiators from two institutions and two professors spanning three years and compared the results from the ones using ExpertNegotiator to those who did not.

The analysis showed that:

1.    Training is Not Enough – Negotiators using NPM software increased their results by as much as 17.5%.

2.    Planning Improves Performance – The more negotiators used the NPM software to prepare and implement their strategic plans, the better they performed; and

3.    You Can Make a Bigger Pie - When both parties used NPM software, they improved their mutual gains by over 10%.        

The results of this study provide a great business case for organizations to use ExpertNegotiator software to implement negotiation best practices. For example, an organization with a $100 million annual spend in procurement – based on the results of this study – could save as much as $17.5 million annually. In a sluggish economy, savings of this magnitude can mean the difference between profiting or perishing while waiting for the market to recover.

About ExpertNegotiator
ExpertNegotiator planning and management software provides users with an efficient and effective way to improve their negotiation results. It includes knowledge management technology, decision support tools, and collaboration capabilities for users to plan and track their negotiation activities. It is the product of Marty Latz’s two decades of experience researching and teaching negotiation best practices. More information can be found at or by calling 888-363-4684.

Mr. Latz has taught over 60,000 business professionals and lawyers how to negotiate more effectively. His impressive experience includes negotiating nationally and internationally on The White House Advance Teams from 1993 to 1995; authoring the book Gain the Edge! Negotiating to Get What You Want (St. Martin's Press 2004); writing as a negotiation columnist for The Arizona Republic; appearing as a negotiation expert on CBS's The Early Show and Fox News’ Your World with Neil Cavuto; serving as an adjunct professor of law for negotiation at Arizona State University College of Law since 1995; and training and consulting for major corporations and law firms around the world. In addition to Latz's wide-ranging experience, he graduated with honors from Harvard Law School.

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