'Experience' needed to complete sales negotiations
Experienced negotiators can 'close the gap' between the two sides
28 July 2010
Experience is needed to complete sales negotiations, according
to an expert.
Dr Jim Anderson, an American sales negotiator with over 20 years
experience, claimed inexperienced employees can often come unstuck
in the middle of negotiations.
He wrote on ezinearticles.com: "They know how to start the
negotiation; however, once it's under way and they realise just how
much distance there is between their position and the other side's,
they don't know what to do next."
It is common for both sides to have conflicting objectives
during negotiations, however experienced staff members will be able
to mediate a deal, Dr Anderson claimed.
Negotiators can provide a foundation for a deal by focusing on
the issues where both sides have a common ground, he added.
Although certain subjects may be rebuffed, both sides should be
aware of the possible outcomes of the agreement at the end of this
stage of negotiations.