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Companies urged to seek 'home advantage' for sales negotiations

Negotiators can gain advantage just like a sport team

21 October 2010

Companies should aim to hold sales negotiations in a familiar setting in order to gain an upper hand in talks, according to an expert.

Although the location of the negotiations may not seem particularly important to the majority of firms, it can have an impact on the outcome of the deal.

Alain Burrese, a US-based negotiation expert, claimed negotiators can gain an advantage by holding talks on 'home ground'.

He wrote on "Just like a sporting event, the negotiation home field advantage provides you [with] a place to negotiate where you can focus on the negotiations, and not have your concentration broken by trying to adjust to unfamiliar surroundings.

"This is especially true if the unfamiliar setting is uncomfortable. In the reverse, if your opponent is focusing on the surroundings rather than the negotiations, it may further your advantage."

Mr Burrese added that, although firms can benefit from hosting talks, negotiators will still need to prepare adequately to ensure they achieve the best outcome. 

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