The National Institute for the Severely Handicapped (NISH) is an association that represents not-for-profits who participate in a federal contract set aside for handicapped workers. CBI created a two-day training for NISH executives, managers, supervisors, marketing staff and additional targeted personnel. Attendees were given an opportunity to evaluate their negotiation styles and to discover how to overcome a reluctance to negotiate. Using the Mutual Gains Approach, participants learned to deal with intimidating situations and people and how to propose creative, higher-value options to their negotiation counterparts. Through lecture, negotiation simulations, video vignettes, and small group exercises, participants were given multiple opportunities to observe and to practice more effective negotiation skills and techniques. This program was delivered repeatedly over a period of several years in order to build organizational capacity.