Negotiating a Purchase

7. Building a Relationship

Being straight, pleasant and easy to deal with can be a critical factor in getting a good result.

7.1 Build rapport with the seller.

• Where possible, get to know someone before serious negotiations start.
• Make it easy for your opposite number. Find out what information he or she needs to be able to justify the deal.

7.2 Build partnerships with regular suppliers (see Purchasing).

• Visit suppliers and get to know the people who deal with your account.
• Invite regular suppliers to meetings and keep them informed.
• Send regular suppliers copies of your internal phone directory.