Nothing but negotiation

The Gap Partnership

Companies should 'co-operate' with the other side during sales negotiations

Working with the other side can lead to a mutually beneficial deal

06 October 2010

Businesses have been advised to co-operate with the other side when setting up sales negotiations.

The majority of companies may aim to intimidate or gain an upper hand during the initial stages of talks to set a precedent for the duration of the negotiations.

Christopher Byrd, a credit expert and negotiation consultant, dismissed this tactic and urged firms to instead work with their counterparts to reach a deal that is mutually beneficial..

He wrote on "The groundwork you lay for the negotiation is just as powerful as what takes place during the meeting. Set your negotiations up for mutual benefit and you will reap increased gains in their outcomes.

"This will make both sides happy and increase profitability."

Mr Byrd stated that negotiators should aim to begin talks in a neutral setting to put the other side at ease.

Moreover, both firms should agree to bring the same number of representatives to the discussions, he added. 

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