Nothing but negotiation

The Gap Partnership

'Collaboration' is best approach to business negotiations

Firms should work together to help maintain business relations

24 September 2010

Companies should aim to work with the other side during business negotiations, it has been claimed.

There are various different approaches a negotiator can adopt during talks, with some firms choosing to be confrontational to get the best deal.

Although this can achieve good results, one expert claims that this method can often lead to the collapse of any long-standing business relationship.

Richard, writing for, expressed his belief that negotiators should instead work with their opponent.

He said: "The collaborative negotiation style is generally the best approach for most negotiations and aims at getting the needs of both sides met.

"The approach is used in situations where we feel confident that the other side is being honest and wants to maintain a positive, long-term relationship."

Mr Gitonga added that some negotiators may even choose to accommodate their business partner to such an extent that they make more concessions to maintain good relations. 

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