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Negotiating for Results

Part of the 'Cutting Edge Communication' Series

Media Type - DVD
Author - Eve Ash

Steve and Paul Garrison negotiate a large contract to provide services to Paul’s company.  Steve wants to provide a cost effective service based outside Australia but Paul disagrees. Steve acknowledges the concerns but nearly loses the deal when Serena is brought into the equation, and an angry Paul comes back to confront them. Steve finally reassures Paul the Australian deal will proceed.

 

Steve and Paul Garrison negotiate a large contract to provide services in Australia.  Steve wants to provide the most cost effective service and suggests that the operation be based in a country other than Australia in order to reduce costs.  Paul tells Steve several times that this is not acceptable to him, and finally Steve acknowledges the concerns and suggests that an operation be established in Australia with Serena relocating to head up the operation.  Paul is uneasy about what he perceives to be Serena’s attraction to him.  Steve and Carol both assure him this will not be a problem.  Later Paul arrives at the office very angry as he believes the agreement is off.  Steve asks him what the problem is and despite the inappropriate setting and interjections from Carlos, Steve eventually assures Paul the Australian operation will go ahead and he will confirm this in writing very quickly. 

  Key Learning Points

“A great negotiator shares the vision, and shows strength by being flexible.”

NEGOTIATE FOR RESULTS

Don’t assume the result
INSTEAD: Be open and ask questions

Don’t endanger the deal
INSTEAD: Build trust and confidence

Don’t have tunnel vision
INSTEAD: Stay open and flexible

Don’t get blocked by objections
INSTEAD: Turn obstacles into opportunities

- Accepting Change
- Achieving SMART Goals
- Apologizing Carefully
- Appreciating Diversity
- Arrogance and Humility
- Behaving Unprofessionally
- Being an Employer of Choice
- Boosting Emotional Intelligence
- Brainstorming and Solving
- Breaking Bullying
- Building Relationships
- Coaching New People
- Creating a No-Blame Culture
- Creating Positive Impressions
- Creating Workforce Agility
- Cutting Edge Communication Series - 80 Program Set
- De-Cluttering the Office
- Delivering Sensational Service
- Delivering Training Masterfully
- Developing Successful Mindsets
- Developing Trainer Skills
- Diffusing Anger
- Embracing New Ideas
- Enhancing Service
- Ensuring a Respectful Workplace
- Ensuring Security
- Explaining Skillfully
- Facing Social Media
- Giving Hygiene Feedback
- Giving Managers Feedback
- Global Cultural Awareness
- Handling Anyone Difficult
- Handling the New Wave
- Handling Tricky Appraisals
- Improving Self-Esteem
- Listening Actively
- Looking at Employment Contracts
- Making Decisions
- Managing a Complainer
- Managing Crises
- Managing Projects Effectively
- Managing Remotely
- Managing Time Successfully
- Mastering Social Media
- Mediating for Resolution
- Meeting For Results
- Minimizing Risk
- Navigating Career Change
- Negotiating for Results
- Negotiating for Success
- Overcoming Disempowerment
- Overcoming Fears
- Overcoming Setbacks
- Pitching and Influencing
- Planning and Organizing
- Prejudice and Discrimination
- Preparing for Emergencies
- Preparing for My Appraisal
- Presenting with Passion
- Privacy and Ethical Behavior
- Recruiting the Best
- Removing Tension
- Resolving Conflict
- Responding Thoughtfully
- Sharing Feedback
- Starting Relationship Selling
- Staying Motivated at Work
- Stereotyping and Diversity
- Stretching the Team
- Supervising Effectively
- Supporting Others
- Surviving Stress and Burnout
- Surviving Team Conflicts
- Teaching Greetings
- Transforming SILOS
- Trying Myers-Briggs
- Understanding Accountability
- Unions and Collective Bargaining
- Using Goals to GROW
- Welcoming New People
- Working Safely

  • Support Material - Leader's Guide and PPT slides.
    Length - 7 minutes
  • Pricing
    Price - INR 8,750
    Intl. Price - A$ 275.00