In any type of negotiation, information flows between the parties. The information flow can be between the principal negotiators, technical team, finance team, and management or staff not directly associated with the negotiations.
It is imperative that you control this information flow on your side and seek out your counterparty’s data. By designating one point of contact for all communications, your company can present an accurate presentation of your proposal. Information can become distorted if your company does not present its product in a coordinated fashion. It is very easy to take a single data point out of context during complex negotiations. (more…)