Opening minds when engaging and
negotiating with stakeholders

By Andy Newstead, Managing Director from ATN Group 

All around the globe, TetraMap Facilitators are enablers – trained to unravel the complexity of human behaviour in ways that celebrate our natural diversity. Not only does TetraMap unite people using a set of tools that help them learn from one another, it also creates sustainable business solutions to achieve tangible performance results.

This study focuses on the foundation of all good supply chain expertise, negotiation. Negotiation involves complexity, relationships, power, and mindset shifts. Every successful negotiation involves tension, empathy, listening and honesty. 

About ATN Group 

ATN Training and Consultancy Services Ltd (ATN Group ) are an Approved Centre for the delivery of training programmes from CIPS (the Chartered Institute of Procurement & Supply) and are a National Open College Network (NOCN) Approved Training Company that has many years of experience in delivering procurement and supply chain management training courses to commerce and industry throughout the UK, Europe and the Rest of the World.

Industry sectors that ATN Group has delivered training into include; defence, oil and gas, pharmaceutical and manufacturing. Industries with clients such as BP, Lockheed Martin and the CAA, all choosing ATN Group for their procurement and supply chain training expertise.

ATN used TetraMap to develop a unique negotiation programme that supports transparency and works towards a successful outcome for all parties.  Over 4 years this approach consistently added significant value.    

TetraMap is introduced into ATN’s Negotiation programme 

One of our associates introduced us to TetraMap in 2013 at a time we were looking for something unique to add to our courses on Negotiation, in particular in the Behaviours element of the course.

Our first main client that subscribed to TetraMap was a £4.5 billion Industrial Services company based in the UK but expanding into various international markets. The primary function we were working with were Procurement and Supply Chain professionals of varying ages and levels of experience.

The main benefit that we saw initially was the additional interest that the behaviours element of the course gained. The groups were openly discussing the output and applying their new knowledge to difficult stakeholders back at the workplace and realising why certain internal colleagues and external suppliers were behaving the way they were.

TetraMap enables us to open up minds and see things from a different perspective

TetraMap helped us to re-prioritise what was important when we were negotiating. Too often the focus is on the outcome rather than the process and the impact of personality and power on the process. TetraMap enables us to open up minds and see things from a different perspective.

As a Facilitator, TetraMap is easy to implement and quick, the results were easily incorporated into the intended learning. It was also fun to utilise TetraMap and to experiment with other activities and games built into the courses.

What did the client say about TetraMap?

They loved it! They also saw the value in the team profiles that we produced after each course. We ended up using it with over 250 employees over 4 years.