Think Differently: Negotiate More Profitable Agreements by Dan Coleman
Welcome to our “Think Differently” series. Each month, we explore how to improve a key sales skill using our Creativity Fit approach — combining physical movement with creative thinking tools to unleash new, improved selling skills and close higher-value deals. This month, let’s dive into the topic of negotiations.
Negotiate more profitable agreements.
In sales, the best outcomes often come from thinking differently. Too many sales professionals rely on the same scripts, playbooks, and assumptions. Negotiations can start to feel like a tug-of-war match, where one side wins only if the other loses.
But what if you could flip that mindset? What if negotiation became a creative thinking process—one where both sides walk away with more value, stronger relationships, and better results? One where better negotiations result in increased value for both parties?
At Excelsior Learning, we’ve seen that combining creative thinking tools with physical movement changes everything. You begin to see new options, fresh perspectives, and opportunities others miss. You get unstuck—and close more profitable agreements.
The Foundation: Creative Thinking + Physical Movement
We call this Creativity Fit—pairing creative thinking tools with physical activity to make creative thinking a daily habit. And it’s backed by sound science!
Physical movement doesn’t just boost physical energy; it primes the brain for better performance. Exercise increases alertness, strengthens neural connections, and sparks new pathways that help you think more flexibly.
When paired with applied creative thinking—alternating between divergent (idea-generating) and convergent (idea-selecting) thinking—you unlock new ways to solve complex challenges. Over time, this “move + think” rhythm becomes second nature, fueling fresh insights in every negotiation.
Applying Creative Thinking Tools to Negotiation
Oftentimes, negotiation has hidden opportunities, yet many salespeople fall into predictable traps:
- Fixed-pie bias: assuming one side’s gain means the other’s loss.
- Fixed-range bias: believing the issues can’t be expanded or changed.
- Conflict bias: assuming interests always oppose each other.
This is where divergent thinking comes in—the process of exploring many possibilities/ideas before narrowing them down. It helps you break out of your established thought patterns, step outside of assumptions, and create new value.
One of our favorite divergent thinking tools is SCAMPER, a framework that sparks fresh ideas:
- Substitute: Swap people, processes, or deliverables for greater value.
- Combine: Merge elements to create something more valuable.
- Add: Include something new to make the agreement more beneficial.
- Modify: Refine terms to create better outcomes.
- Put to other uses: Repurpose existing resources creatively.
- Eliminate: Simplify by removing low-value elements.
- Rearrange: Adjust structure, sequence, or timing for impact.
Using SCAMPER helps you “expand the pie” and uncover opportunities that a routine mindset would miss.
Converging on the Best Options
Once you’ve generated ideas, convergent thinking helps you select and refine the best ones:
- Be affirmative: Look for what could work before focusing on what won’t.
- Be deliberate: Evaluate ideas objectively and challenge assumptions.
- Stay aligned: Focus on solutions that support your goals and customer needs.
Balancing divergent and convergent thinking—powered by physical movement—turns creative thought into action. You’re not just brainstorming; you’re building stronger, more profitable agreements.
3 Ways to Negotiate More Profitable Agreements
- Move before you meet. A 15-minute walk or light exercise boosts focus and creative thinking before a negotiation.
- Expand the issue set. Use SCAMPER to add, substitute, or rearrange negotiation points so value can be created, not divided.
- Practice the habit. Repeat the “move + think” routine 5 times per week to make creative thinking and physical movement second nature.
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Mini Case Study: Negotiating More Profitable Agreements Through Alignment
A leading global distributor of industrial fasteners and MRO supplies needed to boost profitability—but internal silos were holding them back. The Global Sourcing, Product Management, and Sales teams each had strong but competing priorities: sourcing wanted the lowest supplier prices, product management prioritized quality, and sales resisted changes that might disrupt customers.
Excelsior Learning helped them think differently about negotiation. Through a tailored program combining negotiation planning and strategy, creative problem-solving, and team alignment, they learned to plan for and approach negotiations as a shared performance discipline—not a battle over price.
A “Negotiation War Room” was later established to plan strategically, share insights, and measure progress. The result: measurable gains in operating income, improved collaboration across departments, and a repeatable negotiation process that continues to drive results.
Click here to read the full case study.
Take Your Negotiation Skills Further
Our Sales Negotiations workshops combine SCAMPER, divergent/convergent thinking, and physical movement to help teams break old patterns and secure higher-value and more profitable agreements.
Our program “Negotiate Agreements @ Aspiration Point… Or Nothing!” equips individuals and teams with Collaborative, Competitive, and People-Centered Negotiation Strategies using practical tools to strengthen skills and processes.
Designed for professionals who want to build more effective negotiation skills and consistently close more profitable agreements.
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