Nothing but negotiation

The Gap Partnership

Business negotiations should be left to the 'professionals'

Senior management should not get involved in talks

07 October 2010

Senior management officials should leave business negotiations to the professionals and not get involved, it has been claimed.

High-ranking staff may look to take part in talks as they believe they have all the necessary information and knowledge to secure a good deal.

Richard Brody, a professional sales negotiator, claimed the other side may be confused by such an approach as they could receive mixed signals from the various channels of communication.

He wrote on "If your organisation has access to someone with these rare skills, I strongly advise turning your negotiations over to that individual, and leaving him to do his thing.

"An effective, professional negotiator can finalise a good negotiation in a far shorter period, with far better results, than most other individuals."

Mr Brody added that negotiators must be given all the necessary financial details and background data to ensure the best outcome. 

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