Nothing but negotiation

The Gap Partnership

A good start is 'key' to sales negotiations

The beginning of negotiations can set the tone for the rest of the process

08 September 2010

Firms should make sure they get sales negotiations off to a good start to ensure they can obtain the best possible deal, it has been claimed.

Although the majority of companies realise that preparation is a crucial aspect to successful negotiations, opening talks can set the tone for the rest of the discussions.

Dr Jim Anderson, a professional sales negotiator, advised negotiators to prepare opening offers for each of the issues that are going to be discussed.

He wrote on "You really don't want to be making these up on the fly. Carefully planning out how you want to start the discussion will put you in the driver's seat and will make it that much easier to get to where you want to go."

Dr Anderson also advised companies to rank their issues in regards to their importance before entering talks.

This will help firms achieve more flexibility in their negotiations as concessions can be made with less important topics, he added. 

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