Negotiating in November

The next FOCIS® Negotiating course is scheduled for November 11 and 12.

The two-day, four-session course is highly interactive and offers myriad applications. It was developed by Phil Krone, founder and president of Productive Strategies, Inc., and the creator of the popular FOCIS® Selling course.

“This course is designed for people with some experience in business-to-business negotiating,” Krone explains, “who strive to become top negotiators and top producers for their organizations.”

FOCIS® Negotiating is based on the discovery principles of consultative selling but applied to another skill essential for success in business. The course is modular with a variety of examples, exercises, and role plays that build on each other from one session to the next, making liberal use of a 147-page workbook

The course is not, as David Frost once cleverly defined diplomacy, “the art of letting someone else have your way.” Instead, it’s more about building the discovery, thinking, and analytical skills that enable a negotiator to understand what matters to those on the other side of the table. That knowledge can be used to minimize or avoid negotiating and to gain leverage when negotiating must take place.

Either way, Krone is quick to point out, “The goal is to achieve an outcome that creates value for both sides.”

To learn more, contact Phil Krone at 847-446-0008 or


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