Businesses should learn to detect 'false interest'
False interest can waste time and money
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 ezinearticles.com: "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.