Creative Solutions to Global Business Negotiations, Third Edition

CHAPTER 8

Closing Business Negotiations

In closing, timing is everything.

—Anonymous

Bringing business negotiations to a close requires special skills and techniques. As no two negotiations are alike, no single approach to closing is better than another. Negotiators must use their own judgment in selecting the most appropriate method to close the negotiations.

Methods of Closing Negotiations

A wide range of methods exists for closing the negotiations.¹ Choice of the appropriate method depends on the existing relationship between the parties, the objectives of the negotiation, the cultural environment, the negotiating styles of the participants, the state of the discussions, and whether the talks concern new business opportunities or the extension ...