Detailed Description

Negotiating to Yes
Purpose:
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.

Process:
At the completion of this course, participants will be able to:

1. Find agreements that are mutually satisfying to both parties.  Develop a hard approach to problems and a soft approach toward people
2. To 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
3. Identify Interests, Generate Options and Determine Independent Standards during the negotiation process
4. Identify one's best alternatives to a negotiated agreement and be able to present offers effectively using an Offer Conversation that addresses all parties' interests. 
   

Payoff:
Participants are better able to focus their negotiations on interests rather than positions.

Target Audience:
Sales Professionals

Program Duration:
1 or 2 Day Program

Additional Information:
Negotiating to Yes Overview