Negotiating to Yes

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 the value of your capabilities and products, then Negotiating to Yes can help your organization.

Negotiating to Yes is a research-based program that will help your people become better negotiators. It is based on Principled Negotiation, a method of mediation developed by Bill Ury (Harvard Negotiation Project) in which people negotiate on the merits of the problem to reach win-win agreements.

To learn how your sales representatives can achieve improved sales results through negotiation, contact:
Wilson Learning at 800.328.7937 or send an e-mail to