Nothing but negotiation

The Gap Partnership

Firms should show they are willing to 'walk away' from sales negotiations

A better deal could be obtained if negotiators show willingness to leave talks

07 September 2010

Firms should demonstrate to the other side that they are willing to walk away from sales negotiations, it has been claimed.

Neil Williamson, a negotiation expert writing for, advised companies to show their willingness to exit talks if the offer is unsatisfactory.

He said: "You should never act like you are so interested in what they have to offer that you must have it at all costs. If you act like this, the other party will have the advantage in the negotiations.

"If they do not give you a deal that you want, do not be afraid to get up and leave."

Mr Williamson added that the other side may offer an improved deal if a negotiator threatens to leave to ensure a deal is made.

Moreover, another negotiators could claim the final decision does not rest with them as they do not have the authority to sanction a deal. 

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