Nothing but negotiation

The Gap Partnership

Firms should 'avoid' making ultimatums during sales negotiations

A break from negotiations can often be a better solution

20 September 2010

Firms should avoid making ultimatums during sales negotiations, according to an expert.

Negotiators may be tempted to issue the other side with their final 'take it or leave it' offer in a bid to bring a conclusion to talks.

Dan Grandstaff, a business consultant writing for, advised businesses to temporarily stop discussions instead of making an ultimatum.

"Sometimes the only option is to take a break from the negotiation because you haven't been able to reach an agreement. But taking a break is better because it offers the possibility of coming back later to explore other possibilities," he said.

Mr Grandstaff added that negotiators could also briefly pause after their counterparts have made an offer.

Silence can often make people feel uncomfortable and can lead to the other side to resume talks with a solution to an issue or a new bid, he claimed.

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