Smooth talk
13 September 2012
Successful negotiations depend on purchasers setting the right tone when they enter the room and always keeping the supplier's position in mind, as Neil Fuller explains
There are a number of models of negotiation, but the following methodology is as valid as any. It covers everything from how to enter the room to offering a sweetener at closure.
The opening
It is important to establish control and set the right tone from the start. Enter the room confidently and exchange pleasantries in a relaxed and...