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 businessdailyafrica.com, 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. 

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