by 
Goodwin Case Study
Summary: Goodwin Procter LLP, ranked among the top 20 law firms globally, enhanced its mid-level negotiations workshop by incorporating Abilitie’s Influence Challenge. This experiential learning program and simulation equipped associates with advanced negotiation skills essential for their dual client and internal negotiation roles. Post-training, 97% of participants reported acquiring skills they anticipate using in the next three years.
The Challenge
Goodwin, a prestigious international law firm with more than 1,800 attorneys, recognized the critical importance of negotiation skills for its associates. While external negotiations require tactical prowess to manage complex transactions favorably for clients, internal negotiations necessitate a more influential approach to collaborate effectively with colleagues.
Historically, Goodwin’s negotiation training focused on externally-facing theoretical and tactical negotiating skills delivered through lecture-based workshops. Recently, the firm identified a need for a more hands-on, experiential component to teach influential negotiation techniques.
To address this learning gap, Goodwin integrated Abilitie’s half-day Influence Challenge simulation into its two-day negotiation workshop for 45 mid-level business and litigation associates. The goal was to immerse participants in realistic scenarios that sharpen their negotiation skills through practice and feedback.
Sneak Peek at the Simulation
Influence Challenge is a hands-on business simulation set in the picturesque town of Grassagreena. This simulation takes people outside of their day-to-day environment so that they can focus on specific skills without the distraction of a corporate environment that likely will not look exactly like the unique structure of their own organization. Guided by expert faculty, each learner assumes the prestigious role of City Council Member and is tasked with representing key constituencies, guiding the town’s growth, and inspiring trust among their peers.
Within the simulation, learners see the outcomes of their choices and practice different types of communication styles to achieve their desired results. At the end of the challenge, participants who are best able to identify shared interests, balance their own needs with those of others and the city at large, and use effective communication tactics will find themselves being recognized by their peers, ending the simulation in a position of power and influence.
I thought this was a fun and engaging opportunity to help identify strengths and skills we didn’t know we had, and how best to utilize them in our work.”
Attorney, Goodwin
Influence Challenge at Goodwin
Goodwin utilized the simulation at the beginning of their second day of programming, after a day of more formal legal negotiations training and before a mock simulation that incorporated both formal negotiating techniques and influence techniques into the session design.
Utilizing Influence Challenge allowed associates to practice and refine their negotiation strategies in a dynamic, risk-free setting.
The key objectives of Goodwin’s Influence Challenge workshop included:
- Moving from positions to interests: Associates learned to identify underlying interests to find common ground, facilitating mutually beneficial solutions.
- The value of reciprocity: Participants discovered the strategic use of giving to receive, enhancing their negotiation effectiveness.
- Tailoring their approach: The program emphasized the importance of adapting negotiation techniques, such as listening or inspiring, based on the counterparty’s perspective.
Through these experiences, associates embraced the “platinum rule of negotiations”—influencing people the way they want to be influenced.
The Results
Goodwin’s collaboration with Abilitie yielded impressive results, demonstrating the effectiveness of Influence Challenge in developing practical negotiation skills. Post-program surveys revealed:
- 100% of participants found the workshop to be a valuable use of their time.
- 97% of participants gained skills they expect to use in the next three years.
- The program received a Net Promoter Score (NPS) of 63%.
Since its implementation, the program has significantly enhanced Goodwin’s negotiation training, equipping associates with the skills necessary to excel in both external and internal negotiations. By continually refining its approach based on participant feedback, Goodwin ensures their program remains impactful and relevant, fostering a culture of excellence and innovation within the firm.
