Nothing but negotiation

The Gap Partnership

Training 'key' to achieving better negotiation technique

Focusing solely on price can affect a deal

29 July 2010

Training is necessary to improving negotiation technique, it has been claimed.

Jim Hornickel, co-founder of self-improvement specialist Bold New Directions, expressed his belief that talks will run smoothly if negotiators are equipped with the required skills.

Many employees focus solely on price when negotiating a contract which can often be detrimental to the relationship between the clients.

Mr Hornickel wrote on "The relationship between the negotiating parties absolutely influences how well the trading goes.

"Deepening your ability to read the other party and work with them with more ease will positively impact how the process goes along with the bottom line end results."

This increased focus on relationships can be learned at negotiation workshops, while staff should also study the other side's demeanour to create a more relaxed atmosphere, he added.

Negotiators who act in a similar way to their opponents can often find a common ground which could improve the chances of successfully completing a deal. 

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