Negotiating for Results - Interactive

A great negotiator shares the vision, and shows strength by being flexible. This interactive course is designed to help people improve their businesses, manage change and develop projects through negotiation and lobbying skills. Learn to have a positive impact when trying to pitch ideas and influence stakeholders, clients and governments for change and growth.

Steve and Paul Garrison negotiate a large contract to provide services to Paul’s company in Australia. Steve wants to provide a cost effective service based outside Australia but Paul disagrees. 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. Steve acknowledges the concerns but nearly loses the deal when Serena is brought into the equation. 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

• 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
  
  

Comedy makes learning fun

This interactive course is part of the popular Cutting Edge Communication Comedy Series created by Psychologist Eve Ash and comedienne Erin Brown starring Emmy-award winning Kim Estes. This powerful training series follows several characters as they battle challenges, negotiate conflicts and learn from mistakes about professionalism, leadership, communication and safety. This Australian produced series was filmed on location in Los Angeles.