Nothing but negotiation

The Gap Partnership

Firms should consider the 'big picture' when negotiating a contract

Companies should consider how the negotiation will help them achieve long-term goals

11 August 2010

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 "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 future deals.

"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. 

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