US president Donald Trump wrote The Art of The Deal. But is it more of a science? © AFP/Getty Images
US president Donald Trump wrote The Art of The Deal. But is it more of a science? © AFP/Getty Images

The science of deal-making

posted by Rob Gray
14 July 2017

A good understanding of human behaviour can reap dividends during sales negotiations

Deal-making has long been thought of as a dark art. But is it more akin to a science? Mounting evidence suggests that by taking an analytical approach to assessing human behaviour, we could give ourselves an edge.

“Traditionally, sales has been thought of by many as a business of ‘gut feel’, where some have got it, and some simply don’t,” says professor Nick Lee of Warwick Business School, an expert in the psychology and neuroscience of sales and marketing. “However, there is a vast and growing knowledge of how humans make decisions and evaluate information that can be applied to the sales force; from behavioural economics to psychology, neuroscience and many other fields.”
So what happens to the brain when we haggle – are there subtle signs we can spot when someone is ready to make a deal?

To read the rest of this article you need to sign in:
Don't have an account? Register here


Not a CIPS member? Why not join CIPS to access a full range of benefits, including:

  • Access all areas of the CIPS Knowledge on-line library including tools and templates and Supply Management stories.
  • Enhance your network and get connected to a global community of 120,000 in 150 countries.
  • Stay in touch and up to date through member only events and branch meetings.
  • Annual subscription to Supply Management magazine.
  • 10 per cent discount on all training courses, workshops, seminars and conferences.
  • Up to 15 per cent discount on books from the CIPS book store, including course books and a range of further reading text books.

And much more. Click here to join >

£75,000 - £90,000 + fantastic bonus package
Evolve Commercial Ltd
United Kingdom
£55,000 - £65,000 + fantastic bonus package
Evolve Commercial Ltd
CIPS Knowledge
Find out more with CIPS Knowledge:
  • best practice insights
  • guidance
  • tools and templates