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Firms should 'build a rapport' during business negotiations

Listening to the other side's needs can help build a long-standing business partnership

20 September 2010

Companies should build a rapport with the other side during business negotiations, according to an expert.

The majority of businesses will enter talks with an 'us against them' mentality which can prolong discussions and potentially derail negotiations.

Dan Grandstaff, a business consultant, claimed negotiators should aim to create a bond with their counterparts which can lead to a long-standing business partnership.

He wrote on ezinearticles.com: "Building rapport is not just something we do once at the beginning, but an ongoing process of paying attention to the relationship. Courtesy and civility can go a long way in helping maintain rapport."

Mr Grandstaff added that businesses should listen to their counterparts needs in order to reach an agreement which benefits both sides.

He stated that potential buyers may consider a range of factors important during sales negotiations and it is up to the selling company to ascertain these issues. 

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