Negotiating the Deal
Four critical elements should be recognized:
information, time, pressure, and alternatives.
Information may be the most critical
element during negotiations.
Performance of the company, the nature of its competition,
The condition of the market,
and clear answers to all of the key question.
The seller never should be relied
on as the sole information sources.
He or she is likely to make available only most favorable light.
The rule should be to investigate every possible source.
Time is also a critical element.
Having more time than the other party can be very beneficial.