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 "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. 

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