Closing the Deal & Making Agreements Stick

Reaching an agreement is not the end of the negotiation — it’s the beginning of execution. Deals that aren’t properly closed or documented can unravel due to miscommunication, unmet expectations, or lack of follow-through.

This lesson will explore how to:

• Confidently close a negotiation

• Ensure clarity and commitment

• Prevent future misunderstandings

• Create agreements that actually stick

1. Signs You’re Ready to Close

Knowing when to move toward closure is a skill in itself. Look for:

• Agreement on key terms

• Diminishing resistance or fewer objections

• Positive body language (e.g., nodding, relaxed posture)

• Use of future-oriented language (e.g., “When we start…”)

Tip: Don’t rush — but don’t keep negotiating after consensus is reached. Pushing too long can cause backtracking.

 

2. How to Close Effectively

A. Summarise the Agreement

Before closing, review and restate what’s been agreed upon:

“To confirm, we’ve agreed on X delivery by Y date, at Z cost, with A responsibilities on both sides.”

• This prevents confusion and misinterpretation.

• Say it out loud and/or put it in writing.

B. Use a Closing Statement

Closing language signals finality and moves things forward.

Examples:

• “I’m happy with where we’ve landed — are you comfortable moving ahead?”

• “It seems like we have a deal. Shall we move on to finalising the paperwork?”

• “We’ve covered everything. I’ll prepare the agreement by tomorrow so we can sign off.”

C. Formalise in Writing

Get verbal agreements documented immediately. Include:

• What was agreed

• Deadlines and deliverables

• Roles and responsibilities

• Payment terms

• Dispute resolution process, if relevant

If possible, follow up with a contract, memorandum of understanding (MOU), or even a detailed email summary.

 

3. Creating Agreements That Stick

Great agreements don’t just settle disputes — they prevent them.

Key elements of “sticky” agreements:

• Clarity: No ambiguous terms or assumptions

• Accountability: Who is doing what, by when

• Flexibility: Options for changes or contingencies

• Documentation: Written record accessible to both parties

• Commitment: Confirmation from all sides that expectations are understood and agreed upon

Tip: Avoid vague phrases like “as soon as possible” — use specific dates and conditions.

 

4. Preventing Last-Minute Backtracking

Sometimes, a party might try to reopen the negotiation or change terms after a verbal agreement.

How to handle it:

• Politely but firmly reference the summary:

  “Just to clarify, we already agreed to X, and I’ve documented that in our notes.”

• Ask what’s changed:

  “Has something new come up that we should address?”

• If needed, pause before signing to reset expectations or address concerns.

5. Building Follow-Through and Trust

To ensure your counterpart follows through:

• Send a recap email within 24 hours

• Thank them for their time and collaboration — this reinforces the relationship

• Set calendar reminders for next steps and deadlines

• Stay in touch — especially in long-term or relationship-based deals

6. If There’s No Deal: Ending Professionally

Not all negotiations end in agreement. But how you exit matters.

Graceful Exit Phrases:

• “Although we didn’t find common ground this time, I appreciate the conversation.”

• “Let’s stay in touch — there may be future opportunities that suit both our needs better.”

• “Thanks for your transparency and time today.”

Always leave the door open. Future deals may still be possible.

7. Common Pitfalls in Closing