Nothing but negotiation

The Gap Partnership

Sales negotiations begin at the 'first point' of contact

Crucial information can be gathered before first official talks

19 August 2010

Firms should be aware that sales negotiations begin at the first point of contact with the other side, according to an expert.

Many businesses may believe that the negotiation process does not start until formal talks are conducted but vital information can be learned during the initial contact period.

Dr Jim Anderson, a professional sales negotiator, claimed firms can use this time to form a relationship with their adversary which could quicken the negotiation process.

He wrote on "Smart sales negotiators use all of the time that they have to move closer to reaching a successful agreement.

"They know that the time before negotiations start is very valuable and if used correctly, then they can make the outcome of the negotiations a foregone conclusion."

Dr Anderson added that companies looking to purchase another firm or product can learn about their pricing method, their current buyers and the rank of the salesperson they are dealing with.

Sellers can use the time to determine the budget of the other side and the person they will need to conduct negotiations with.

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