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 ezinearticles.com: "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. 

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