The True Value of Negotiation > 6 Benefits Beyond the Bottom Line

The first time I was formally trained in negotiation was while working as a Commercial Finance Manager for a large UK food manufacturing business. At the time, the business was losing one million pounds a week, and something had to change. My Finance Director had the foresight to enrol me in the same four-day residential negotiation program that the sales team was attending.

In those four days, we developed both competitive and collaborative negotiation skills through experiential learning. What quickly became clear was the immense value that finance could bring to the negotiation table. Soon after completing the training, I was invited by my sales counterparts to join them in commercial negotiations with key UK retail customers, negotiating multimillion-pound deals.

Within two years, the business made a small profit for the first time in years, successfully stopping the bleeding. But beyond the bottom line, here are six benefits that demonstrate the true value of negotiation for finance:

Price, cost, and value are not the same

One of the most crucial lessons negotiation teaches is that price, cost, and value are not interchangeable. Focusing solely on price or cost is limiting, and for a business to thrive, its people need to see the bigger picture and recognise where true value lies.

Sales and Procurement teams benefit from finance business partners with strong commercial skills. Finance often sees beyond the immediate scope of individual functions and can introduce and measure key variables that benefit the business as a whole.

Negotiation enables finance leaders to factor in long-term benefits, strategic gains, and non-monetary elements like risk-sharing or future flexibility. This ensures deals that benefit the entire business—not just one function at the detriment of another.

Negotiation intelligence builds a more resilient business

Effective negotiation isn’t just about short-term wins; it’s about creating a business that’s resilient and adaptable to market pressures, competitive threats, and economic changes. A company that fosters negotiation intelligence across departments—especially finance—is much better equipped to handle unexpected challenges.

Negotiation is about managing trade-offs and leveraging relationships to structure deals that not only work today but also set the business up to withstand future volatility.

Stakeholder engagement and alignment becomes easier

One often-underestimated benefit of negotiation is its ability to align and engage stakeholders more effectively. By skilling finance teams in negotiation, they are better equipped to ensure that everyone—whether it’s sales, operations, or external partners—are aligned towards common business goals.

Finance’s ability to communicate effectively in internal negotiations ensures that the interests behind key decisions are more thoroughly considered, reducing friction and fostering greater collaboration. The result is a more cohesive business, where every department pulls in the same direction.

Influence scales the business

Negotiation skills go beyond closing deals—they expand influence. For CFOs, influence is a vital tool, whether guiding boardroom discussions or shaping external negotiations with clients or suppliers.

Negotiation training enhances your ability to understand needs, listen effectively, and drive strategic outcomes. This positions finance leaders as key players who shape the future of the business. It’s less about control and more about positioning the company as a valuable partner in every conversation.

Uplift in performance culture due to a shared language

When everyone in the business—finance, sales, and operations—speaks the same negotiation language, it creates an environment of shared purpose and collaboration. The result is a shift in performance culture, where departments work together towards common goals rather than being driven by competing interests.

This shared language fosters a proactive approach to problem-solving, one rooted in value creation for both the business and its stakeholders. It breaks down silos and leads to a more dynamic, engaged performance culture that doesn’t leak value.

Finance’s contribution becomes more visible

One of the most important yet overlooked benefits of negotiation is that it makes finance’s contribution more visible. Traditionally, finance is seen as the gatekeeper of costs, but when finance leads or plays a key role in negotiations, the value of the function becomes clear across the organisation.

When finance professionals actively participate in structuring deals and shaping negotiations, their insights into value creation, risk management, and strategic trade-offs become indispensable. It shifts the perception of finance from being a back-office function to a central force driving sustainable business outcomes.

Beyond the Bottom Line

Negotiation isn’t just for sales teams—it’s a vital skill for the entire business. For CFOs and finance leaders, its true value goes far beyond immediate financial outcomes. Negotiation builds resilience, strengthens internal and external relationships, and enhances the visibility and influence of the finance function. Most importantly, it fosters a culture where departments align around shared goals, creating more value for the business in the long run.

Developing negotiation intelligence across the organisation ensures your business is not just profitable, but also strategically equipped to navigate future challenges and seize opportunities.

Glin Bayley, author of The Negotiation Playbook (Wiley $34.95) is a negotiation specialist, a non-exec board director, author and speaker. Glin’s unique approach to negotiation is centred around a powerful belief: It’s not what you do, but who you become in the process, that truly unlocks success.

Find out more at www.thevaluenegotiator.com/playbook