Nothing but negotiation

 
The Gap Partnership

Shared values can be 'key' for successful business negotiations

Firms should not simply 'name their price'

22 October 2010

Companies should aim to identify shared values with the other side to ensure successful business negotiations, it has been claimed.

The majority of firms may begin talks by naming the price they are willing to buy or sell an asset for, but one expert claims this is an ill-thought out approach.

Anthony Jackson, a US-based business speaker, claimed firms should aim to develop a long-term business relationship with their counterparts.

He wrote on ezinearticles.com: "Find staple values that you share with your prospective client and show them how you both can benefit from your services.

"Don't approach them by saying we can do this for you or we have the lowest price in town. With this approach you have just shown your hand that price or you will do whatever it takes to get them as a client."

Mr Jackson added that negotiators should work with the other side to help them overcome any issues they may have, such as manufacturing problems, as they could hinder the business partnership. 

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