Firms should consider the 'big picture' when negotiating a contract
Companies should consider how the negotiation will help them achieve long-term goals
Firms should consider the "big picture" when negotiating a
contract, according to an expert.
Dr Jim Anderson, a professional negotiator with over 20 years
experience, advised companies to consider how the new deal will
help them achieve their long-term goals.
He wrote on ezinearticles.com: "How is this negotiation going to
help you get there? If it's not going to help, then you really need
to ask yourself why you are going to go through all of the time and
effort to engage in the negotiation."
Negotiators should also consider if further negotiations are
likely to occur with the same company, as past talks may affect
"If they [your opponent] are going to be important to you
farther down the road, then you're going to want to make sure that
you don't burn your bridges during this negotiation," he added.
Businesses should also research their adversary to ensure they
are trustworthy and are likely to honour any agreements, according
to Dr Anderson.