Negotiating to Yes
Negotiation is an ever-present part of the sales process. It occurs informally throughout the sales process and more formally when specific proposals and agreements are on the table. Effective negotiating protects sales revenue and improves profit margins. However, many salespeople do not have the necessary negotiation skills and often fall into a bargaining mode, resulting in reducing their price or throwing in “value adds” in order to seal the deal.
If you want your salespeople to improve profitability, compete on value rather than price, and enhance how customers perceive your credibility and the value of your capabilities and products, then Negotiating to Yes can help.
Negotiating to Yes helps salespeople become better negotiators. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. Negotiating to Yes gives salespeople a proven approach for turning face-to-face confrontation into side-by-side problem-solving.
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Who should attend?
This program is a must for salespeople wanting to secure win-win business agreements that lead to long-term customer relationships. If you want your salespeople to improve profitability, close more and better sales, and enhance customer relationships, then Negotiating to Yes can help.
Negotiating to Yes gives salespeople a proven approach for moving beyond hard positions to create mutually beneficial agreements. Your salespeople will be able to:
- Find agreements that are mutually satisfying to both parties
- Develop a hard approach to problems and a soft approach toward people
- Identify key stakeholders and determine negotiation objectives
- Set a positive tone and avoid interpersonal tension
- Focus on interests, not positions, by Identifying Interests, Generating Options, and Determining Independent Standards during the negotiation process
- Determine their best alternatives to a negotiated agreement and explore how to make offers in a way that maximizes the likelihood of the customer saying “yes”
- Deal with difficult situations in order to keep negotiations going on a constructive and proactive track
Dr. William Ury is a cofounder and Distinguished Senior Fellow of Harvard’s Program on Negotiation. He has partnered with Wilson Learning for many years, and has also authored or coauthored books that serve as the foundation for Wilson Learning’s Negotiating to Yes offering.
The Wilson Learning Advantage—Ensuring Learning Is Applied for Improved Performance
For any program to be effective, learning must be transferred to day-to-day work practices. To achieve this, a variety of performance application, reinforcement, and support tools are essential for any successful learning implementation.
The following tools, activities, and components ensure skills are learned, applied, and coached to for improved performance:
- Pre-workshop communication to accelerate the readiness of both participants and managers
- Learning designed for maximum transfer of new skills, with flexible delivery options (options vary by program)
- Automated learner and manager reinforcement and application activities to ensure participants hone newly acquired skills, use them on the job, and managers effectively coach for sustained results
This program can be taught by a Wilson Learning facilitator or by an organization’s own leader-trained in-house professional.
Organizations that partner with Wilson Learning have access to additional services to address their unique needs, including:
- Implementation consulting
- Assessment and measurement
- Evaluation of performance impact
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Our work with thousands of organizations has taught us that every organization is uniquely shaped by its history, culture, mission, values, lore, leadership, and, ultimately, its people. Every organization has a pulse. For 50 years, Wilson Learning has partnered with...