Do you want your salespeople to improve profitability? Compete on value rather than price? Enhance how customers perceive the value of your capabilities, products, and credibility? Negotiating to Yes is a researchbased program that helps salespeople become better negotiators. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching agreements that are satisfying to both parties and strengthens relationships.

OFFERING OVERVIEW

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. The sales process drives revenues. Effective negotiating protects and improves profit margins. The highly effective win/win approach of Negotiating to Yes creates satisfying, optimal sales agreements that improve profits and strengthen relationships.

OFFERING DETAILS

Negotiating to Yes is a flexible, one- or two-day instructor-led program designed to help turn face-toface confrontation into side-by-side problem solving. The objective is not to defeat the other side, but to find the most profitable way to complete a sale that works for both sides. During the program, salespeople learn Principled Negotiation skills and apply them to their own negotiations. Reinforcement and on-the-job tools further enable on-the-job success.