Nothing but negotiation

The Gap Partnership

Businesses should learn to detect 'false interest'

False interest can waste time and money

02 September 2010

Businesses should be able to identify when the other side is not genuinely interested in completing a deal, it has been claimed.

During sales negotiations, a potential buyer may suddenly cool their interest but may not implicitly reveal that they are unlikely to be open to deal.

Dr Gary Goodman, a US negotiation consultant, expressed his belief that firms should detect any wavering in a buyer's commitment to ensure no time is wasted.

He wrote on "One of the most crucial skills you can develop as a negotiator is determining when someone is sending you a false signal of interest in your offer.

"A 'no' tells you something specific and says, either change your offer or find someone else. A 'maybe' or a stall can waste your time, raising false hopes."

By identifying these signals immediately, companies can also save a significant amount of money and enjoy more efficient talks. 

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