Negotiating for Results

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

Synopsis

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.

Cutting Edge Communication training videos are designed to provoke discussion and response. Contemporary, fast paced, short, character driven, sitcom-style comedies, these courses take an innovative approach to reaching today's learners. Through laughter, discussion and reaction, we can all develop a more transparent and shared vision of how we wish to behave, how we manage ourselves, and how we cooperate with others.

While some find them insensitive or even outrageous, the vast majority of viewers and participants have found them to be refreshing, stimulating and ideal for injecting energy and enthusiasm back into learning.

For information on other titles in the Cutting Edge Communication Series, please CLICK HERE.

Languages Available (sold separately): English

A 7 Dimensions release