Nothing but negotiation

 
The Gap Partnership

Businesses need to identify the 'decision maker' during sales negotiations

Other side may send a representative who is not the decision maker

12 October 2010

Businesses need to identify who will be making the decisions for the other side during sales negotiations, it has been claimed.

Companies may send a representative to conduct talks who will not actually be in a position to make the final decision on a deal.

This can waste time as communication has to be constantly relayed back and forth between the representative and the actual decision maker.

Dr Jim Anderson, a US–based professional sales negotiator, advised firms to check their counterpart's job title before discussions start.

He wrote on ezinearticles.com: "In my experience, the person who controls the budget that would be used to implement whatever agreement that you might reach is the real decision maker.

"Additionally, most firms only allow employees in a director or higher level position to enter into binding legal agreements."

Dr Anderson added that firms should ascertain if there are any obstacles which could prevent the other side completing the deal, such as cash flow issues. 

Gap News

March 2014

The Negotiation Roadshow 2014

Generating value through creative negotiation

Read more


July 2013

Trading Global: Negotiating in the Far East

The Gap Partnership are hosting a complimentary Lunch & Learn seminar in association with UK Trade & Investment

Read more


April 2013

GroceryAid Negotiation Event Raises £26,550

The Gap Partnership, in conjunction with Asda, SC Johnson and Waitrose, host one-day negotiation workshop

Read more


February 2013

Trading Global - Negotiating in the Far East

What is the impact of cultural differences on your negotiations?

Read more


December 2012

The Gap Partnership Release New Negotiation Video

The Nothing but Negotiation video series continues with collaborative negotiation

Read more