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Accelerating Salesforce Effectiveness with Negotiating to Yes – Sales Edition

Business Challenges Solved with This Course

Become a Better Negotiator

Offers salespeople an efficient process for reaching optimal business agreements.

Protect Sales Revenue

Helps salespeople compete on value and not on price.

Strengthen Professional Relationships

Helps salespeople achieve satisfying results for both parties.

Delivery Options

Face-to-Face Workshops

Virtual Workshops

Negotiating to Yes – Sales Edition

Negotiation is an ever-present part of any 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. 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.

What You Can Expect From This Course

Researched and developed by Wilson Learning, Negotiating to Yes (NTY) 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. During this 2 day workshop, participants will focus on the following key learnings:

Principled Negotiation

How to achieve mutually satisfying, optimal agreements through an efficient process that strengthens relationships.

Align People

How to avoid letting people problems get in the way of positive negotiations. How to clarify the issues important to each party to avoid any potential barriers to reaching an agreement.

Explore Issues

How to explore all issues and interests and how to find a creative solution that satisfies everyone involved.

Reach Agreement

How to ensure that a negotiation either ends in a mutually satisfying agreement for both parties or in an alternative to a negotiated agreement that meets the principled negotiator’s most critical needs.

Difficult Situations

How to deal with difficult issues and “dirty tricks” used by others during negotiations in order to get the process back on the right track.

Negotiating to Yes Sales Edition includes various performance application, reinforcement, and support tools, such as planning tools, checklists, application exercises, job aid cards and electronic reinforcement tools. These tools ensure that participants can hone newly acquired skills and behaviors upon returning to work.

After the workshop, Our Learning That Never Stops approach ensures skills learned in Negotiating to Yes Sales Edition will be transferred to day-to-day work practices with our extended learning follow-up for self-paced reinforcement.

Involving managers and/or peer support groups early on, and training them to coach for improved performance, is also important for successful program implementation.

NuVue works with your team to identify your business needs to ensure the delivery of the program targets your business challenges and objectives. Program content can be customized based on your business model.

At the end of the workshop, participants are able to:

  • Find agreements that are mutually satisfying to both parties. Develop a hard approach to problems and a soft approach toward people.
  • Use the Go to the Balcony and Separate the People from the Problem methods in order to keep a clear and open mind during the negotiation.
  • Identify Interests, Generate Options, and Determine Independent Standards during the negotiation process.
  • Identify their best alternatives to a negotiated agreement and present offers effectively using an Offer Conversation that addresses all parties’ interests.
  • Deal with difficult situations in order to keep negotiations going on a constructive and proactive track.

What our clients are saying

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