Concessions are 'required' during business negotiations
Negotiators can concentrate on bigger issues once smaller topics are dealt with
Firms should make concessions on smaller issues when negotiating
a contract, according to an expert.
Drew Stevens, the author of several business improvement books,
expressed his belief that negotiations would not be possible
He wrote on chiroeco.com: "Concessions enable negotiators to agree
on small things to assist in declaring small victories.
Accommodations negate foolish issues and streamline
Firms which agree to concede smaller issues will have more time to
discuss the larger topic and therefore have a greater chance of
achieving a better deal.
Once any agreement has been made, both sides should ensure it is
adequately documented and recorded to ensure it does not have to be
Mr Stevens stressed the importance of good documentation, as poor
paperwork can often lead to the collapse of negotiations.
Furthermore, the introduction of a strict timetable can also help
to streamline talks as more time can be set aside to discuss