Negotiating to Yes (Corporate Edition)
Pareto's Optimal Curve
We often think of negotiation as taking place only with people outside of our own organizations—customers, suppliers, or others with whom it's important to reach mutually satisfactory agreements. Although managers do negotiate in these situations, they must also gain agreements with their employees, peers in other departments, and leaders at every level within their own companies. Strong negotiation skills ensure managers have the ability to handle difficult issues and situations in a way that meets the needs of their own work teams and other internal contacts with whom they must interact to meet their goals.
Negotiating to Yes: Corporate (NTY-C) helps managers become better negotiators. It is based on the concept of Principled Negotiation, a method that offers managers an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships.
Negotiating to Yes: Corporate gives managers a proven approach for turning face-to-face confrontation into side-by-side problem solving. Implemented as a flexible and integrated Human Performance Improvement (HPI) solution, it enables the establishment of win-win business agreements that lead to mutually satisfying outcomes. It also teaches skills for effective coaching and performance management and provides a variety of tools that can improve relationships between negotiating parties.
Wilson Learning believes that learning must be transferred to day-to-day work practices. To achieve this, Negotiating to Yes includes components and activities that enhance:
Participant Readiness: Prepares participants and managers for the overall learning experience
- Pre-workshop communication sets the context for learning.
Learning Transfer: Embeds practice and use of new skills in the learning design. The learning can be flexibly delivered as a:
- Two-day face-to-face application-oriented workshop
- Modular workshop, delivered over non-consecutive days to allow application between sessions
The face-to-face workshop can be taught by a Wilson Learning facilitator or by an organization's own leader-trained in-house professional.
Organizational Alignment: Ensures the organization supports the use of the new skills
- Post-learning reinforcement activities (optional) for both the manager and participant support skill application and implementation.
As a result, participants will continue to apply the skills and tools learned in Negotiating to Yes long after the learning event is completed.
Enabling Improved Performance
Involving managers early on and training them to coach for Principled Negotiation is critical to a successful Negotiating to Yes: Corporate implementation. NTY-C supports these activities with various performance application, reinforcement, and support tools. Additional learning components, such as an application exercise, job aid cards, electronic reinforcement tools, and performance checklists, ensure that managers can hone newly acquired skills and behaviors.
To discover how we ensure learning is reinforced and applied for improved performance, see our Learning Transfer Approach.
Organizations that implement Negotiating to Yes: Corporate have access to measurement and evaluation tools. NTY-C customers receive a Negotiation Strategizer that helps managers integrate Principled Negotiation skills into everyday negotiations and track the actual impact of their efforts. Some organizations have made reviewing the planning tool and the results obtained regular events at management meetings. This has the benefit of keeping the NTY-C approach in the foreground and reinforcing its use.
Wilson Learning will partner with your organization to measure the initial behavioral changes and business results. Our common interest is to make sure that Negotiating to Yes: Corporate delivers the results you seek. We are committed to helping you succeed, and we will work with you to set up measurement systems to help move desired change forward and sustain the momentum of your implementation.
To learn more about measuring the impact of learning, visit Measurement and Evaluation Services.
This offering, like all others from Wilson Learning, can be customized to reflect your sales environment and business priorities and can be integrated with your sales process.