Nothing but negotiation

The Gap Partnership

Firms should 'never' make the first offer during business negotiations

A better deal can be made by waiting for the other side to make the first offer

02 September 2010

Firms should never make the first offer during business negotiations as it could have a negative impact on the deal, it has been claimed.

Negotiators may wish to take the initiative when negotiating a contract and make the first move but one expert claims this may be unwise.

Neil W illiamson, writing for, expressed his belief that those who wait for the other side to make the first offer can benefit from a better deal.

He said: "From there, you can negotiate a better deal. However, if you name a price, you may be cutting yourself short. You might say one price and the other person was willing to go much lower. Letting them talk first will pay big dividends."

Mr Williamson also advised businesses to pause after making a counteroffer and let their adversary respond.

Negotiators may feel the need to withdraw their counteroffer if it is followed by a period of silence but this can be avoided if the other side responds first. 

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