Negotiation (Sales + Leadership)
Improve Negotiation Techniques
Negotiate with “impossible people”
Address Personal Differences
Address Cultural Differences
Learning Solutions (please contact us to meet and better understand your business)
Negotiating to Yes (NTY) - corporate edition
Negotiating To Yes (NTY) is a powerful program on the techniques and skills of principled negotiation. The course is based on the work of Dr. William Ury, from the Harvard Negotiations Team and co-author Getting to Yes. The program includes fresh insights from Ury’s latest books, Getting Past No and The Positive No. There is a strong emphasis on preparing one’s strategy and following a critical three-step process that includes aligning the people, exploring the issues and reaching agreement. Most think of negotiations as occurring strictly outside the wall of the organization’s office. However, day to day management operations require numerous negotiations with employees and peers inside the walls of the office. Each manager needs to learn how to effectively deal with daily negotiations involving difficult issues and situations. Having strong negotiating skills allows managers to keep their employees satisfied, get work done and achieve the overall needs and goals of people inside and outside of the organization. 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 (NTY) - sales edition
Negotiating To Yes (NTY) is a powerful program on the techniques and skills of principled negotiation. The course is based on the work of Dr. William Ury, from the Harvard Negotiations Team and co-author Getting to Yes. The program includes fresh insights from Ury’s latest books, Getting Past No and The Positive No. There is a strong emphasis on preparing one’s strategy and following a critical three-step process that includes aligning the people, exploring the issues and reaching agreement. 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, products, and credibility, then Negotiating To Yes can instantly help your organization.
Communication through Working Styles
This program sets the context and presents the Social Style Model. Based on solid behavioural research (20 years of research, over 3 million people surveyed; reviewed, updated, and revalidated on a regular basis), Wilson Learning’s Working Styles: Dimensions of Social Style has proven effective in virtually any culture, industry, company, function, and positional level. This effectiveness is a result of a set of premises, skills, and techniques that are globally applicable to human communication—in both individual and group situations. Another hallmark of Wilson Learning’s Working Styles: Dimensions of Social Style is the concept of versatility. Perceptions of generally versatile behaviour are described through the degrees of low and high versatility. This program gives a deeper look into how versatility is perceived for each of the four Social Styles. A definition of tension and how it affects interpersonal relationships is explored as well. One type of versatility technique—called style modification—is discussed and practised for each Social Style. Style modification suggests strategies for adapting one’s approach so that it more closely matches the comfort zones of others, while maintaining the integrity of one’s own Social Style.
Managing Styles in Conflict is designed to help participants adapt their own behaviour patterns in order to work more effectively with diverse Social Styles. This provides information on how to communicate with different Social Styles when stress is high and people are in “back-up behaviour.” The fight/flight response to stress and tension is explored, as are behaviours associated with each Social Style in back-up mode. Participants learn to recognise their own back-up tendencies, as well as others’, as a prelude to learning how to manage tension.
Global Awareness (GA)
The Global Awareness course helps individuals adopt a new culture that bridges organizational, national, and cultural boundaries to meet customer needs worldwide. The course is intended for companies that want to build a globally effective workforce. It is appropriate for all managers and employees who work with people of other cultures. More than 12 years of research in all regions of the world have made this program so successful - and it is further fine-tuned the more sessions we run. Businesses big and small are participating in the global marketplace. In fact, an employee need not travel across the ocean to experience different cultures and ways of life; cultural differences are present within national boundaries. It is becoming more important for every member of an organization to be able to deal with people from other cultures in order for business deals to run smoothly toward the desired outcome. Many business deals are lost due to cultural misunderstandings. By equipping each employee with the appropriate knowledge, those deal breaking, costly mistakes can be avoided. Global Awareness (GA) is based on working within the five cultural dimensions (see below). This program will teach every participant what types of behaviors to expect from certain cultures and how to prepare one’s self for business interactions. Also, as participants begin to understand each of the five dimensions, stereotypes will be understood differently and participants will be able to make business interaction run more smoothly.
