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The Gap Partnership

Firms should seek a 'win-win' outcome to sales negotiations

Working together can promote a long-term business relationship

07 October 2010

Firms should seek to obtain a win-win outcome to sales negotiations, according to an expert.

The majority of negotiators may enter talks simply aiming to gain the best deal for their company without making any concessions to the other side.

Richard Brody, a professional sales negotiator, dismissed this approach, advising firms to work with their counterparts in order to promote a long-term business relationship.

He said: "Win-win negotiations are the way to go. When both sides walk away satisfied, feeling they received a good deal while getting what they needed, and both sides feel they have benefited, the process has the best results.

"Effective negotiators understand that the opposition also needs to 'win', or the negotiation will not work, in the long run."

Mr Brody added that businesses should be honest with the other side from the start and not "spring" any information on them. 

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