Practical Business Negotiation by Baber William W. Fletcher-Chen Chavi C-Y & Chavi C-Y Fletcher-Chen

Author:Baber, William W.,Fletcher-Chen, Chavi C-Y & Chavi C-Y Fletcher-Chen [William W. Baber]
Language: eng
Format: epub
ISBN: 9781317499893
Publisher: Taylor & Francis Ltd

Last-minute demands

Some negotiators will make a request for a concession very late in the process, even as documents are prepared for signing. This tactic intends to catch the other side off guard or off balance, with the hope of getting an easy concession. The best reaction is not to agree immediately, but instead to make it clear that you have the time and willingness to renegotiate the entire package and all the related linked issues. Some negotiators will ask for a concession even after signing. The best reaction is not to agree immediately, but instead to make it clear that you have the time and willingness to renegotiate the entire package and all the related linked issues. You may, however, grant the extra concession. Why? Because it could help to build a relationship. In some regions, including Japan, a negotiation party may expect to give or expect to request “a little” in the comfortable belief that business partners can do a little extra if they are serious about the relationship.

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