Nothing but negotiation

The Gap Partnership

Firms should 'carefully' pick their team for business negotiations

Each team member has different skills to assist talks

15 September 2010

Firms should consider which employees they send to conduct business negotiations, it has been claimed.

Greg Williams, a negotiations expert, expressed his belief that each negotiator will possess different skills.

He wrote on "Team members should be chosen for the knowledge they possess, related to the current negotiation, and the cohesiveness they'll bring to the team.

"They should not be chosen based on their position, title, or skills they brought to prior negotiations, if such attributes do not add value to the negotiation in which you're about to enter."

Mr Williams stated that individual "mavericks" who are likely to be uncooperative with their team during talks should not be selected.

Organisations could practice discussions in a role-playing scenario in order to ascertain the potential success of future negotiations.

This will enable companies to predict the progress of talks and uncover any possible issues which could occur. 

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