Why are Services Businesses So Vulnerable When It Comes To Negotiation?

Negotiation can be a tough-enough confrontation for anyone. But, some businesses are particularly vulnerable. Take the Services Sector Businesses for example. Renowned for having some of the brightest and most innovative minds around, and equally renowned for being ‘soft’ in negotiation.

You will probably recognise the scene: The weight of expectation sits heavily on our shoulders – “Do not lose this opportunity” the boss said as we left the office. It’s been a tough Quarter and the team is under pressure. This deal would alleviate a lot of that. Now, we’ve made our best pitch, submitted our best proposal and beamed our best smile. It’s that defining moment.

One of two things can now happen:

• The moment that we inwardly dreaded as we hear the words “You’re too expensive”. Suddenly, we are in the nauseous and icy grip of failure.
• Or we hear the glorious news “Congratulations, we have decided to move ahead with your company, all we have to do is sort the commercials next week”. Celebrations begin early as the deal is in the bag.

But, perhaps all is not quite as it seems! Want to know why? Read on...