Bristol-Myers Squibb

Bristol-Myers Squibb hired CBI to design and deliver two separate programs on Managing Conflict Inside the Organization to procurement personnel faced with strategic opportunities and challenges across the organization. The courses were designed to address issues and situations that have arisen as the company moved to build longer-term partnerships with key suppliers. The course provided tailored simulations that allowed participants to practice skills and to confront the short- versus long-term incentives that many companies face in their procurement operations. In the final part of the course, CBI helped participants to consider new ways of measuring and rewarding negotiation outcomes, as part of a new leadership “scorecard.”