Companies should highlight 'impact of negotiations'
Firms should reveal the numerous parties which will be affected by the deal
Firms should demonstrate the full impact of any deal when
negotiating a contract, it has been claimed.
Greg Williams, a negotiations lecturer, expressed his belief
that negotiators should highlight all the parties which will be
affected by the deal.
He wrote on ezinearticles.com: "When seeking leverage in a
negotiation, consider expanding the negotiation to metaphorically
include parties that will be affected by negative or positive
actions, based on the outcome you seek."
Mr Williams illustrated his point by using the example of the
recent contact negotiations involving professional basketball
player LeBron James.
Mr James secured a move to Miami Heat from the Cleveland
Cavaliers, but officials from Cleveland attempted to portray the
negative economic effect the move would have on the city.
"In so doing, they wanted to increase the perceived level of
pain that would be inflicted upon the people of the city," Mr