Home > Training & Development > Sales & Consulting Skills > Negotiating

Negotiating to Yes

Why Negotiating to Yes?

In traditional negotiating skills, each side takes a position, argues for it, and makes concessions until they reach a compromise. This positional bargaining is usually win/lose, short term, and can destroy the relationship. In modern business, organisations are seeking longer term partnerships which require win-win negotiating skills and processes.

What results will I achieve?

Negotiating to Yes is based is on research by the Harvard Negotiation Project on what successful negotiators do to reach win-win agreements. This provides better negotiated outcomes, improved long-term relationships and better results due to more thorough preparation and planning. The programme is structured into seven key modules, entitled:

• Why Negotiate? Realising the importance of negotiating
• The Bargaining Game, introducing the dilemma of positional bargaining
• Changing the Game to Negotiating to Yes for a satisfying outcome using BATNA
• The Strategy Applied using the five elements in a major case study
• Review of Negotiating to Yes, introducing another opportunity to practise
• The Difficult Cases, showing what to do if people refuse to negotiate, dig into a position, or attack

Who is it for?

This workshop is suitable for anyone who is involved in negotiating whether their role involves purchasing, sales, management or labour relations.

How is it structured?

Skills are demonstrated by the tutors, using short input sessions, exercises and skills practise. Frameworks are all modelled upon people who have demonstrated Excellence in their field.