Negotiating to Yes (Sales Edition)

Pareto's Optimal Curve
Pareto's Optimal Curve

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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. Effective negotiating protects sales revenue and improves profit margins. If you want your salespeople to improve profitability, compete on value rather than price, and enhance how customers perceive your credibility and the value of your capabilities and products, then Negotiating to Yes (NTY) can help your organization.

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.

Program Outcomes

Negotiating to Yes gives salespeople 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 long-term customer relationships. It also teaches skills for effective coaching and performance management and provides a variety of tools that can increase top-line sales performance.


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 salespeople 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 salesperson support skill application and implementation.

As a result, salespeople will continue to apply the skills and tools learned in Negotiating to Yes long after the learning event is completed.

Enabling Improved Performance

Involving sales managers early on and training them to coach for Principled Negotiation is critical to successful Negotiating to Yes implementation. NTY supports these activities with various performance application, reinforcement, and support tools. Additional learning components, such as application exercises, job aid cards, electronic reinforcement tools, and performance checklists, ensure that salespeople can hone newly acquired skills and behaviors upon returning to work.


Organizations that implement Negotiating to Yes have access to specially developed measurement and evaluation tools. NTY customers receive a Negotiation Strategizer that helps sales managers review skills used in a negotiation and track the actual impact of Principled Negotiation skills on real sales performance.


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 delivers the results you seek. We are committed to helping you succeed, and we will work with you to set up evaluation systems to help move desired change forward and sustain the momentum of your implementation.

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.

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