How to be a Better Deal-Closer by Simon P. Haigh

Author:Simon P. Haigh
Language: eng
Format: epub
Publisher: Business Expert Press

Open as Ambitiously as Possible

There is no formula for what you should open a deal with. Instead you must consider and balance many issues, such as relationships, where your company stands business-wise, who is in the deal room, and so on. In my experience, you will quickly know if you have not been ambitious enough—mainly from the speed at which the other side accepts your first proposal (of which, see more later).

Therefore, be sure you open as ambitiously as possible, though of course be mindful of cultural differences in the way you frame your opening. Also, try to avoid making an opening offer that could confuse or offend your counterpart. Unreasonable offers run the risk of provoking the other side to search for counter-arguments. The more you ask for, generally the more you can expect. Going first and as high as you can, you could end up achieving more than you might otherwise have done: you may make the other side believe they have won something by “bringing you down.”

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.