Nothing but negotiation

The Gap Partnership

Firms should not enter business negotiations without a 'back up' plan

Firms need to adapt to dynamic talks

22 September 2010

Firms should not enter business negotiations without a back up plan, according to an expert.

The majority of firms will walk into talks with a strategy for how they want the negotiations to progress but are unlikely to shift from this plan

Dr Jim Anderson, a professional sales negotiator, claimed sales negotiations are "dynamic and ever-changing so firms have to adapt their strategy accordingly and come up with a back-up idea.

He wrote on "The fallback plan will come into play as you move from your starting position on the issues to where you want to end up.

"The path that you take may not always be the one that you expected and so a fallback plan is needed."

Dr Anderson added that companies should also rank issues in a hierarchy before beginning discussions.

By organising subjects accordingly, businesses can clearly ascertain their priorities while also deciding which issues can be conceded to smooth the negotiations process. 

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