Purpose:
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.

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. 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 their best alternatives to a negotiated agreement and present offers effectively using an Offer Conversation that addresses all parties’ interests.
5. Deal with difficult situations in order to keep negotiations going on a constructive and pro-active track.

Payoff:
Sales professionals will have improved negotiating skills, ultimately leading to increased sales.

Target Audience:
Sales Professionals

Program Duration:
2 Days

Additional Information:
Negotiating to Yes Overview