negotiation Jul 08, 2016
Every executive wants to control their destiny. Who wouldn’t? This can often manifest in a decision-maker trying to take on the role of lead negotiator in a B2B negotiation. This is a mistake that can cost significant leverage in a negotiation. Here are a few reasons:
Given the reasons above, executives are wise to use an experienced negotiator instead of handling negotiations themselves. There is too much risk of losing leverage in the negotiation. Their key to success is in selecting the right negotiator to represent them. That is another topic altogether to be addressed in a future article.