Video  Finder
Negotiating for Results
Duration: 7 Minutes
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. 

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
 

WARNING - These videos are designed to provoke discussion and response. They are contemporary, fast paced, short, character driven TV style comedies that take a new approach to reaching today's learners. By laughing, discussing, sharing outrage, reacting to the behaviors on screen, we can use these strong feelings and thoughts to develop a clearer shared view of how we want to behave, how we manage these situations, and how we want our team to behave and respond.

Psychological Rationale to Learning The producer, psychologist Eve Ash, has created this specific comedy approach to engage learners who are a media saturated generation that increasingly report being uninspired, unchallenged and bored by traditional or outdated training videos. Eve wanted to create a series that people want to see more of, want to discuss and then refer to when similar occasions arise at work- but with shared insight.

Whilst some people find them insensitive or outrageous, the vast majority of viewers and users have found them refreshing, stimulating and great for getting energy and enthusiasm back into learning. They can of course be coupled them with other programs like the SWITCH ON series, or WORKPLACE EXCELLENCE.

Recommended Audiences
  • All staff
Distributed in the following format(s)
  • DVD
Available in the following language(s)
  • English
Media Type
 Video Recording
Presentation Style
  • Comedy
  • Drama
STOCK CODE
CEC33
ISBN
9781921910364
Published
Melbourne, Australia
Filming location
Los Angeles, USA
Release year
2012
Copyright owner
Seven Dimensions
Publisher
Seven Dimensions