Nothing but negotiation

The Gap Partnership

Companies should highlight 'impact of negotiations'

Firms should reveal the numerous parties which will be affected by the deal

11 August 2010

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 "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 Williams added. 

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