At Wægger Negotiation Institute, we know that the strongest results are created between people – when knowledge turns into awareness, and awareness creates a sense of safety and confidence.
Our clients come from business, organizations and the public sector. What they have in common is a desire to succeed more often in difficult conversations, negotiations and collaborations.
Through targeted training, sparring and reflection, they experience how increased awareness creates confidence – and how confidence leads to results.
The stories you find here show how small adjustments in communication, behavior and preparation can create strong engagement, better collaboration and lasting value creation.
Case 1 – Health and Procurement
From deadlock to progress: confidence and collaboration in supplier negotiations
When price pressure and disagreement threaten collaboration, confidence and structure are key.
This healthcare player moved from defensive negotiations to open, trust-based dialogues – and achieved both stronger relationships and documented commercial results.
Read the story
CASE 1 – HEALTH AND PROCUREMEN
Confidence and collaboration in supplier negotiations
Client / sector: Large Norwegian healthcare and pharmaceutical retail company
Challenge
The procurement and supplier teams were in demanding negotiations under heavy price pressure. The dialogues had become more defensive and positional, and trust between the parties was starting to erode.
Approach
Wægger Negotiation Institute developed a targeted training and sparring program based on The Power of Nice. Participants worked with structured preparation, clearer communication tools and realistic simulation exercises. The goal was to strengthen curiosity, trust and emotional awareness in demanding negotiation situations.
Result
- Increased confidence and calm both before and during negotiations
- More open and constructive dialogues with suppliers
- Measurable commercial improvements in several product categories
Quote
“Even though one process has come to a standstill, I’ve used what we worked on in another negotiation – and it has been incredibly valuable.
The tips and reflections we shared have been directly transferable. I can also feel how much more confident I am when I am well prepared. It lowers my shoulders and creates better meetings – regardless of the outcome.”
— Anonymous, experienced negotiator in procurement and supplier collaboration in the healthcare sector
Our approach – Power of Nice
The Power of Nice
We combine strategy, communication and empathy to turn demanding negotiations into trust-building processes.
Do you want to strengthen negotiation capability in your organization?
Send an email to roar@wni.as
Case 2 – Sales and Media
Clarity and kindness as a competitive advantage
In an industry characterized by tough competition and price pressure, this sales team chose a different path. Through The Power of Nice®, they learned to combine clarity and empathy – and increased sales by 40% while prices rose by 12%.
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CASE 2 – SALES AND MEDIA
The Power of Nice® – negotiations that create results
Client / sector: Leading company within media and the advertising market
Challenge
The sales team faced tough competition and growing price pressure.
Negotiations often became reactive and price-focused, and both margins and motivation suffered under the pressure.
Approach
Wægger Negotiation Institute delivered a tailored Power of Nice program for the sales team. The training combined practical planning tools, simulation exercises and reflection tasks.
The focus was on understanding the customer’s real needs, communicating the value of their own products, and negotiating with a balance of firmness and kindness.
Result
- 40% increase in sales results
- 12% price increase on key products
- Stronger negotiation power, confidence, and better relationships with customers
Quote
“The Power of Nice training has had a transformative effect on our negotiation skills and sales results. With the new framework, the team enters each negotiation with greater clarity and confidence.
We are better equipped to understand our customers’ needs, communicate the value of what we offer, and stand firm in price discussions. The results have strengthened both our bottom line and our position in the market.”
— Anonymous, Sales Director in the media industry
Our approach – Power of Nice
The Power of Nice
We help sales teams replace price pressure with value-based collaboration.
Do you want to boost results in your sales team?
Send an email to roar@wni.as
Case 3 – Trade Unions and the Public Sector
Strengthened confidence and impact in demanding negotiations
For elected representatives, negotiations are about more than numbers – they are about people.
Through brain-based insights, practical exercises and sparring, the participants found the balance between firmness and empathy, and achieved better dialogue, greater confidence and stronger results.
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CASE 3 – TRADE UNIONS AND PUBLIC SECTOR
Strengthened confidence and impact in demanding negotiations
Client / sector: Elected representatives and union representatives in trade unions and the public sector
Challenge
Union representatives often stand in emotionally charged and demanding negotiation situations.
Many experienced uncertainty about how to combine firmness with empathy, while at the same time handling pressure and emotions in a constructive way.
Approach
Wægger Negotiation Institute developed a tailored training and sparring program based on The Power of Nice and Negotiation with the Brain in MIND.
Through insights into the brain’s threat and reward systems, simulation exercises and practical tools, participants learned how to keep a cool head and maintain open communication – even when the temperature rose.
Result
- Participants applied the methods directly in real negotiations – with good results
- Improved dialogue and relationships between the parties
- Increased confidence, sense of mastery and professional self-assurance
Quotes
“Your support and commitment were crucial for me. In a difficult period you became a driving force that motivated me and helped me move forward. I owe much of my positive situation today to you!”
— Union representative, Norway
“THANK YOU SO MUCH for extremely good and effective methods that are fun to see working in practice! I have been in two negotiations recently – both ended very well.”
— Anonymous, union representative
“Roar’s sparring and teaching in Negotiating with the Brain in MIND™ was incredibly useful. We learned how to handle emotions, gather relevant information and steer the negotiations productively, even when the counterpart was emotional or unresponsive.”
— Student, India
Our approach
Power of Nice + Negotiation with the Brain in MIND
We combine brain science and empathy to give union representatives tools for influence, confidence and better results.
Do you want to strengthen negotiations in your organization?
Send an email to roar@wni.as
Every negotiation tells a story.
Let’s talk about how we can create yours – with clarity, confidence and respect.
How can we help you?
Feel free to contact us if you need any further information about our services.
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