Nothing but negotiation

The Gap Partnership

'Experience' needed to complete sales negotiations

Experienced negotiators can 'close the gap' between the two sides

28 July 2010

Experience is needed to complete sales negotiations, according to an expert.

Dr Jim Anderson, an American sales negotiator with over 20 years experience, claimed inexperienced employees can often come unstuck in the middle of negotiations.

He wrote on "They know how to start the negotiation; however, once it's under way and they realise just how much distance there is between their position and the other side's, they don't know what to do next."

It is common for both sides to have conflicting objectives during negotiations, however experienced staff members will be able to mediate a deal, Dr Anderson claimed.

Negotiators can provide a foundation for a deal by focusing on the issues where both sides have a common ground, he added.

Although certain subjects may be rebuffed, both sides should be aware of the possible outcomes of the agreement at the end of this stage of negotiations. 

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