Saturday, August 14, 2010

How to Choose the Best Negotiation Strategy to Close the Deal

When choosing which negotiation strategy would be the best in a particular business negotiation setting, there are two things that need to be taken in to consideration. The first is what you and your prospective client would be discussing during the meeting.

If, for example, you are planning to offer a certain line of services and products to a potential client to their current business needs, the integrative bargaining is the best strategy to use. This particular business strategy takes into consideration what are the current needs of the client.

From here, both parties involved in the business negotiation sit down and discuss the most profitable option that is available for both parties based on the demand required by the client and the expenses that your business will incur in order to provide these.

On the other hand, there are some business negotiations that involved discussing a fixed position or idea, such as the price of a specific product or service that you are offering to your client, the best negotiation strategy to use here is positional bargaining.

Unlike the integrative bargaining where the wants and needs of both parties would need to be taken into consideration, in positional bargaining, these wants and needs are set aside and bear no weight in the negotiation.

As such, this business negotiation strategy tends to be a lot more aggressive than the integrative bargaining strategy. It is also the most common type of negotiation that commonly occurs within most industries, specifically the manufacturing and production industries.

Another thing to be taken into consideration is who you will be negotiating with. With globalization now the current trend in today's corporate world, it is quite common for business entrepreneurs to become involved in cross-cultural business negotiations.

That being the case, it is important to remember that there are certain business practices that may be considered common in your culture that would sound to be outrageous to another.

If you find yourself having to handle a business negotiation with a client that practices a different culture, the best strategy to do here is to utilize the most comfortable manner of business negotiation observed by your potential client. This would not only let them become more comfortable, but also more open to doing business with you.

By : Grant_Shields

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