{"id":68560,"date":"2019-11-05T08:52:38","date_gmt":"2019-11-05T06:52:38","guid":{"rendered":"https:\/\/www.sage.com\/en-za\/blog\/?p=68560"},"modified":"2026-01-29T15:56:25","modified_gmt":"2026-01-29T13:56:25","slug":"how-to-be-a-better-business-negotiator","status":"publish","type":"post","link":"https:\/\/www.sage.com\/en-za\/blog\/how-to-be-a-better-business-negotiator\/","title":{"rendered":"How to be a better business negotiator"},"content":{"rendered":"<header class=\"entry-header has-dark-background-color entry-header--has-illustration entry-header--has-illustration--generic\">\n\t<div class=\"container\">\n\t\t<div class=\"entry-header__row row align-center\">\n\t\t\t<div class=\"col col-lg-7 col-xlg-6 entry-header__content\">\n\t\t\t\t\t\t\t<div class=\"component component-single-header\">\n\t\t\t\t\t\t\t\t\t\t<div class=\"entry-header__misc text--subtitle text--uppercase text--small\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/en-za\/blog\/category\/strategy-legal-operations\/\" class=\"entry-header__link\">Strategy, Legal &amp; Operations<\/a>\t\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t<div class=\"entry-title-wrapper\">\n\t\t\t\t\t<h1 class=\"entry-title\">\n\t\t\t\t\t\tHow to be a better business negotiator\t\t\t\t\t<\/h1>\n\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t<p class=\"entry-header__description\">\n\t\t\t\t\t\t\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n\t\t<div class=\"single-post-details container\">\n\t\t<div class=\"col\">\n\t\t\t<span class=\"posted-on \">Published <time class=\"entry-date published\" datetime=\"2019-11-05T08:52:38+02:00\">November 5, 2019<\/time><\/span><span class=\"reading-time\"> min read<\/span>\n\t\t<button\n\t\t\ttype=\"button\"\n\t\t\tclass=\"social-share-button button button--icon button--secondary js-social-share-button\"\n\t\t\tdata-share-title=\"How to be a better business negotiator\"\n\t\t\tdata-share-url=\"https:\/\/www.sage.com\/en-za\/blog\/how-to-be-a-better-business-negotiator\/\"\n\t\t\tdata-share-text=\"Please read this interesting article\"\n\t\t>\n\t\t\t<span class=\"social-share-button__share-label\">Share<\/span>\n\t\t\t<span class=\"social-share-button__copy-label\" hidden>Copy Link<\/span>\n\t\t\t<span class=\"social-share-button__copy-tooltip\" aria-hidden=\"true\" hidden>Copied<\/span>\n\t\t<\/button>\n\n\t\t\t\t<\/div>\n\t<\/div>\n\t<\/header>\n\n\n\n<div class=\"wp-block-post-author has-dark-background-color alignfull\">\n\t<div class=\"container\">\n\t\t<div class=\"col\">\n\t\t\t\t\t\t\t<div class=\"co-authors\">\n\t\t\t\t\t\n\t\t<div class=\"entry-author-wrapper\">\n\t\t\t<a class=\"entry-author\" href=\"https:\/\/www.sage.com\/en-za\/blog\/author\/gerhardhartman\/\">\n\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"40\" height=\"40\" src=\"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2020\/04\/Gerhard-Hartman-Sage-10-350x350.jpg\" class=\"entry-author__image\" alt=\"\" \/>\t\t\t\t<span class=\"entry-author__name\">Gerhard Hartman<\/span>\n\t\t\t<\/a>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\">Whether you\u2019re bringing a new client on board, looking for additional investments from new or existing stakeholders, or agreeing on new contracts with your employees, your ability to effectively negotiate these conversations is key to the success of your business.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><mark class=\"highlight-and-share\">Solid negotiation skills can help you to forge strong working relationships with your clients, mutually beneficial partnerships with suppliers, and put you ahead of your competition when looking to secure the best hires<\/mark>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Although negotiation skills don\u2019t come naturally to everyone, there are number of strategies that you can practise to nurture your negotiating skills.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><br><h2><strong> Preparation is key<\/strong><\/h2><br><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Before you go into any negotiation, it\u2019s important to do your homework on the person, company, or supplier you\u2019re talking to. Gather as much information as possible about the other party and try to understand their strengths and weaknesses, their needs, and the challenges they face. The more you know, the stronger your negotiation position will be.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Your research should define realistic objectives for the negotiation, a strategy, and the outcome you hope to achieve for your business.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Try to understand these questions before the meeting:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What do you want and how much are you willing to pay?<\/li>\n\n\n\n<li>What does the other party want and what are they expecting you to pay?<\/li>\n\n\n\n<li>How will the deal benefit both parties?<\/li>\n\n\n\n<li>What are your other options in the market?<\/li>\n\n\n\n<li>How will you handle objections to your proposal?<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Assume that the other party has also researched you and be prepared to answer any questions that might come your way.<\/p>\n\n\n\n<ol start=\"2\" class=\"wp-block-list\">\n<li><br><h2><strong>Find a mutually beneficial middle ground<\/strong><\/h2><br><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Nobody wants to walk away from a negotiation feeling like they\u2019ve lost a battle. Good negotiators don\u2019t view a negotiation as a game that can be won or lost. Rather, they try to come to a mutually beneficial agreement that leaves both sides confident in, and satisfied with, the outcome.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Let\u2019s say you\u2019re negotiating with a new supplier. You want good value for money and a high-quality product that you can sell to your customers. The supplier wants to close the sale and hopefully form a long-term relationship with you. There are certainly ways to ensure you both get what you want out of the negotiation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In business, we want to engage with people who respect our interests, who take the time to develop a positive relationship, and who are creative, flexible, and empathetic in their dealings with us. Keep this in mind for your next negotiation: try to understand not only what the other party wants but <em>why<\/em> they want it.<\/p>\n\n\n\n<ol start=\"3\" class=\"wp-block-list\">\n<li><br><h2><strong> Listen<\/strong><\/h2><br><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Being able to listen is a key skill in a negotiation. Not only will you be able to identify what elements of your proposal will resonate with the other party, but it will also give you an opportunity to understand what their concerns might be.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">After presenting your proposal, leave time for the other party to ask questions \u2013 and really listen to what they\u2019re saying. Ask them questions if you need clarity on anything. The more information you have, the more successful your negotiation will be.<\/p>\n\n\n\n<ol start=\"4\" class=\"wp-block-list\">\n<li><br><h2><strong> Don\u2019t be scared to walk away<\/strong><\/h2><br><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\"><mark class=\"highlight-and-share\">If something doesn\u2019t feel right about a negotiation, or if you are struggling to come to an agreement with the other side, don\u2019t be afraid to walk away from the deal<\/mark> and either look elsewhere or come back to it at a later stage.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You never want to feel trapped by the terms you\u2019ve agreed to. For example, don\u2019t invest all your sales resources in one large client or get locked into a contract with a single supplier. Keep your options open, even if you\u2019re happy with your current supplier.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Know what your non-negotiables are and stand by them. Showing the other side that you aren\u2019t afraid to walk away will let them know that you are serious about putting your business interests first.<\/p>\n\n\n\n<ol start=\"5\" class=\"wp-block-list\">\n<li><br><h2><strong> Wrap it up<\/strong><\/h2><br><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">The longer a deal takes to be signed, the more chance there is of terms changing and something coming along to derail your progress.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That\u2019s not to say that you should rush through negotiations and sign the first contract that is put in front of you, but try to make decisions quickly and keep turnaround times to a minimum.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-the-tip-of-the-iceberg\"><strong>The tip of the iceberg<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">There is so much more to negotiating; it\u2019s a skill that should be constantly practised and developed. Whether you choose to read more on the subject, attend a workshop to boost your negotiation skills, or simply learn on the go, the more effort you put into improving your skills, the better you\u2019ll get.<\/p>\n\n\n<div class=\"single-cta\">\n\t<div class=\"single-cta__positioner on-scroll-highlight__target\">\n\t\t<div class=\"single-cta__wrapper has-dark-background-color\">\n\t\t\t<div class=\"single-cta__content\">\n\t\t\t\t\t\t\t\t<h2 class=\"single-cta__title h3\">Subscribe to the Sage Advice enewsletter<\/h2>\n\n\t\t\t\t\t\t\t\t\t<div class=\"single-cta__description\">\n\t\t\t\t\t\t<p>Get a roundup of our best business advice in your inbox every month.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a\n\t\t\t\t\t\thref=\"#gate-84fe79b5-668d-41f8-a0cc-6229018c4ac9\"\n\t\t\t\t\t\tclass=\"single-cta__button button button--primary\"\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t>Subscribe<\/a>\n\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\n\t\t\t\t\t<img decoding=\"async\" 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button--secondary\">\n\t\t\t\t\t\t\t\tBusiness Strategy\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t\t\t<li class=\"post-tags__item\">\n\t\t\t\t\t\t\t<a href=\"https:\/\/www.sage.com\/en-za\/blog\/tag\/making-financial-decisions\/\" class=\"post-tags__link button button--secondary\">\n\t\t\t\t\t\t\t\tmaking financial decisions\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t<\/div>\n\t\t<\/div>\n\t<\/div>\n<\/section>\n\n<div class=\"alignfull wp-block-sage-related-posts\">\n\t<section class=\"related-posts card-grid has-dark-background-color\">\n\t<div class=\"container\">\n\t\t\t\t\t<div class=\"row\">\n\t\t\t\t<div class=\"col\">\n\t\t\t\t\t<h2 class=\"related-posts__heading related-posts__heading--featured h1\">Explore more wisdom<\/h2>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\n\t\t\t<div class=\"row related-posts__featured\">\n\t\t\t\t<div class=\"col card-grid__item\">\n\t\t\t\t\t<article\n\t\tclass=\"card-post related-post related-post-0 post-76286 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(min-width: 30em) 100vw, 100vw\" \/>\t\t\t\n\t\t\t\n\t\t\t\t\t<\/figure>\n\n\t\t\n\t\t\t\t\t<div class=\"card-post__meta\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2026-04-30T15:53:39+02:00\">April 30, 2026<\/time><\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"reading-time\">12 min read<\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\n\t\t<p class=\"card-post__title h5\">\n\t\t\tAccounts payable fraud prevention: What is it and how to prevent it\t\t<\/p>\n\n\t\t\t<\/a>\n\t\n\t\n\t\t\n\t\n\t<\/article>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t<div class=\"col col-6 col-lg-3 card-grid__item\">\n\t\t\t\t\t\t<article\n\t\tclass=\"card-post related-post related-post-3 post-75952 post type-post status-publish format-standard has-post-thumbnail hentry category-money-matters category-trends-insights tag-artificial-intelligence tag-audit tag-bookkeeping tag-business-continuity tag-business-intelligence tag-business-management tag-business-strategy tag-staying-competitive tag-tax tag-trending-topics business_type-small-business business_type-medium-business business_type-accountants\"\n>\n\t\t\t<a\n\t\t\tclass=\"card-post__link\"\n\t\t\thref=\"https:\/\/www.sage.com\/en-za\/blog\/budget-sme-actions\/\"\n\t\t\t\t\t>\n\t\t\t<figure class=\"card-post__media\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"684\" height=\"384\" src=\"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2023\/09\/GettyImages-1314879006-684x384.jpg\" class=\"card-post__image\" alt=\"\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2023\/09\/GettyImages-1314879006-684x384.jpg 684w, https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2023\/09\/GettyImages-1314879006-768x512.jpg 768w, https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2023\/09\/GettyImages-1314879006-1215x810.jpg 1215w\" sizes=\"auto, (min-width: 48em) 250px, (min-width: 30em) 100vw, 100vw\" \/>\t\t\t\n\t\t\t\n\t\t\t\t\t<\/figure>\n\n\t\t\n\t\t\t\t\t<div class=\"card-post__meta\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2026-03-06T13:07:12+02:00\">March 6, 2026<\/time><\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"reading-time\">15 min read<\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\n\t\t<p class=\"card-post__title h5\">\n\t\t\tSouth Africa Budget 2026: 5 actions all SMEs must take now\t\t<\/p>\n\n\t\t\t<\/a>\n\t\n\t\n\t\t\n\t\n\t<\/article>\n\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\t<div class=\"col col-6 col-lg-3 card-grid__item\">\n\t\t\t\t\t\t<article\n\t\tclass=\"card-post related-post related-post-4 post-75887 post type-post status-publish format-standard has-post-thumbnail hentry category-strategy-legal-operations category-trends-insights tag-accountants tag-bookkeeping tag-business-intelligence tag-compliance tag-financial-insights tag-hr-payroll tag-making-financial-decisions tag-news-insights tag-staying-competitive tag-tax tag-trending-topics business_type-small-business business_type-medium-business business_type-accountants\"\n>\n\t\t\t<a\n\t\t\tclass=\"card-post__link\"\n\t\t\thref=\"https:\/\/www.sage.com\/en-za\/blog\/tax-year-end-checklist\/\"\n\t\t\t\t\t>\n\t\t\t<figure class=\"card-post__media\">\n\t\t\t\t\t\t\t<img decoding=\"async\" width=\"684\" height=\"384\" src=\"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2025\/07\/fringe-benefits-blog-header-684x384.jpg\" class=\"card-post__image\" alt=\"Two women in an office discussing fringe benefits types and rules\" loading=\"lazy\" srcset=\"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2025\/07\/fringe-benefits-blog-header-684x384.jpg 684w, https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2025\/07\/fringe-benefits-blog-header-768x432.jpg 768w, https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2025\/07\/fringe-benefits-blog-header-1440x810.jpg 1440w\" sizes=\"auto, (min-width: 48em) 250px, (min-width: 30em) 100vw, 100vw\" \/>\t\t\t\n\t\t\t\n\t\t\t\t\t<\/figure>\n\n\t\t\n\t\t\t\t\t<div class=\"card-post__meta\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"posted-on \"><time class=\"entry-date published\" datetime=\"2026-02-27T14:40:07+02:00\">February 27, 2026<\/time><\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"card-post__meta-text\"><span class=\"reading-time\">8 min read<\/span><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\n\t\t<p class=\"card-post__title h5\">\n\t\t\tTax year-end 2026: calendar and checklist for South African SMEs\t\t<\/p>\n\n\t\t\t<\/a>\n\t\n\t\n\t\t\n\t\n\t<\/article>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t<\/div>\n<\/section>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Whether you\u2019re bringing a new client on board, looking for additional investments from new or existing stakeholders, or agreeing on new contracts with your employees, your ability to effectively negotiate these conversations is key to the success of your business. Solid negotiation skills can help you to forge strong working relationships with your clients, mutually [&hellip;]<\/p>\n","protected":false},"author":803,"featured_media":501,"menu_order":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_sage_video":false,"post_featured_image_hide":false,"sage_hide_published_date":false,"sage_hide_read_time":false,"sage_hide_share_buttons":false,"_pwl_sage_podcast_buzzsprout_src":"","footnotes":""},"categories":[27],"tags":[316,335],"business_type":[3],"lilypad":[],"context":[],"industry":[],"persona":[12,16],"imagine_tag":[53],"coauthors":[428],"class_list":["post-68560","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-strategy-legal-operations","tag-business-strategy","tag-making-financial-decisions","business_type-medium-business"],"sage_meta":{"region":"en-za","author_name":"Gerhard Hartman","featured_image":"https:\/\/www.sage.com\/en-za\/blog\/wp-content\/uploads\/sites\/9\/2019\/04\/GettyImages-642980978.jpg","imagine_tags":{"53":"Business management"}},"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Sage Advice South Africa","distributor_original_site_url":"https:\/\/www.sage.com\/en-za\/blog","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts\/68560","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/users\/803"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/comments?post=68560"}],"version-history":[{"count":0,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/posts\/68560\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/media\/501"}],"wp:attachment":[{"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/media?parent=68560"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/categories?post=68560"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/tags?post=68560"},{"taxonomy":"business_type","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/business_type?post=68560"},{"taxonomy":"lilypad","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/lilypad?post=68560"},{"taxonomy":"context","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/context?post=68560"},{"taxonomy":"industry","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/industry?post=68560"},{"taxonomy":"persona","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/persona?post=68560"},{"taxonomy":"imagine_tag","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/imagine_tag?post=68560"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.sage.com\/en-za\/blog\/api\/wp\/v2\/coauthors?post=68560"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}