In business, as in life, negotiating a mutually beneficial deal is challenging. Case in point: Charlie and Kate. These two businesspeople meet while calling on a common customer and fall head over heels into the delicate business of negotiating a relationship. Along the way, they learn through trial and error that negotiating is both a life skill and a business skill.

After attempting to dictate every aspect of their first date, Kate learns the number-one step in productive negotiating: ask questions. Charlie and Kate disagree about who pays the check, until they understand step number two—bottom lines must remain flexible.  

Charlie and Kate then learn the importance of managing emotions when they launch into a discussion of the family budget without an exhaustive list of their needs. When it comes to the division of domestic chores, Kate initially fails to make her needs clear. When she tries again and pitches high, the couple reach a workable agreement. 

Kate wants a honeymoon in Greece. Charlie wants to hike in the jungle. It could be an impasse, but they find a way forward by trading points, not conceding them. Finally, using “what if” questions, Charlie and Kate learn how to avoid threats and ultimatums. Having successfully negotiated their agreement, Kate and Charlie tie the knot with confidence and joy, a positive conclusion to a successful negotiation.  

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Program Includes:

31 minute VHS Video or DVD, Course Leader's Guide, Delegate worksheets, PowerPoint slides and Self-study workbook on disk.