Negotiating for Success

Casey and Sam demonstrate skills, but best negotiators are Carol and Steve.

You don’t have to be born with negotiation skills, but it helps to know how these can be improved. Steve suggests knowing your bottom line position but also knowing what to give way on and by how much. Serena and Marcus practice negotiating on another the wild Cutting Edge initiative: Bidet Day. Sam negotiates his employment contract with Casey, who accedes to all his demands. Carol by contrast is tough when Sam negotiates with her. At all times, Steve advises staying positive and assured, even when the outcome is not all that you’d hoped for.

Learning points

• Don’t overlook preparation INSTEAD: Determine your position
• Don’t bully or overreact INSTEAD: Listen positively and acknowledge
• Don’t assume it will be unpleasant INSTEAD: Engage, enjoy, give and take
• Don’t beg, plead or threaten INSTEAD: Stay positive and resilient

Interactive eLearning course

This video program is also available as a short stimulating eLearning course with interactive learning modules, recap activities, inline video and quiz assessments, designed to engage learners and build skills.