Negotiating for Results – A Checklist (Interactive)

(Updated Dec 2024)

Negotiation skills are critical at work. Some negotiations are straightforward but others can test your skills, knowledge and approach. Successful negotiations always involve give and take, clarity and flexibility, and a shared desired to achieve outcomes. In this amusing case study from the Cutting Edge team, 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.

Learn that the key to successful negotiation is to keep an open mind. Listen actively and build trust. Be clear but flexible, and be prepared for a variety of outcomes.

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 opportunitie