Getting to Yes: Influencing for Optimal Results
Pareto's Optimal Curve
In today’s work environment, employees need to influence and collaborate with others over whom they have no formal authority. These collaborations may take place with employees, peers, and leaders at every level within their organisation, as well as with others outside of their organisation, including customers, suppliers, or those with whom a mutually satisfying agreement is needed. Strong influencing skills are needed to ensure that managers have the ability to handle difficult issues and situations in a way that creates mutually satisfying agreements.
Getting to Yes (GTY) helps managers become better influencers and, ultimately, 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 while strengthening professional relationships.
GTY gives managers a proven approach for turning face-to-face confrontation into side-by-side problem-solving. This established program enables individuals to create mutually satisfying agreements that lead to optimal results for both parties. It also 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, GTY includes components and activities that enhance Participant Readiness, Learning Transfer, and Organisational Alignment.
Participant Readiness: Readiness prepares participants and managers for the overall learning experience:
- Pre-workshop communication and assignment
Learning Transfer: design embeds practice and use of new skills. The learning can be flexibly delivered as a:
- Two-day face-to-face, application-oriented workshop (one-day option also available)
- Modular workshop, delivered over nonconsecutive days to allow application between sessions
The face-to-face workshop can be taught by a Wilson Learning facilitator or by an organisation’s own leader-trained in-house professional.
Organisational Alignment: ensures the organisation supports the use of the new skills:
- Post-learning reinforcement activities available for both the manager and participant
As a result, participants will continue to apply the skills and tools learned long after the learning event is completed.
Enabling Improved Performance
Getting to Yes (GTY) includes various performance application, reinforcement, and support tools, such as application exercises, planners, electronic reinforcement tools, performance checklists, etc. These tools ensure that participants can hone newly acquired skills and behaviours upon returning to work. Involving managers early on and training them to coach for Principled Negotiation is critical to successful program implementation.
To discover how we ensure learning is reinforced and applied for improved performance, see our Learning Transfer Approach.
Organisations that implement GTY have access to specially developed measurement and evaluation tools. GTY customers receive a Negotiation Strategizer that helps managers integrate Principled Negotiation skills into everyday negotiations and track the actual impact of their efforts. Some organisations review the planning tool and results regularly at management meetings. This has the benefit of keeping the GTY approach in the foreground and reinforcing its use.
Wilson Learning will partner with your organisation to measure the initial behavioural changes and business results. We will work with you to set up evaluation systems that help improve outcomes 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 customised to reflect your sales environment and business priorities and can be integrated with your sales process.