Nothing but negotiation

The Gap Partnership

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 "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. 

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