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Firms should use their 'experience' during sales negotiations

Companies can learn form past negotiation experiences

31 August 2010

Businesses have been urged to remember the past and use their experience during sales negotiations.

Start-up companies are unlikely to have previous experience of talks and that could prove to be a hindrance, according to one expert.

Dr Jim Anderson, a professional negotiator, claimed no sales negotiation is an "island" and advised firms to remember that past talks will have an impact on any current deal.

He wrote on ezinearticles.com: "Before starting a negotiation it is important that we take a step back and review what we've learned from past negotiations.

"This will provide us with good guidance on what we can reasonably expect to get out of the current negotiation."

Dr Anderson stated that firms should learn from any mistakes which led to the collapse of any previous business relationships.

Firms should also be aware that not all business partnerships will be long term, he added. 

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