Ghana has lost a lot due to poor negotiation skills.

By Samuel
Osei-Frempong

Tema, Aug. 15, GNA
– Professor John Aheto, a business development consultant, has bemoaned poor
negotiation skills among the country’s political and business leaders resulting
in poor loan and project agreements and a stifled business environment.

According to him,
government and businesses sign away many rights of the people because they
always look desperate and ill-informed at the negotiation table.

Prof Aheto, in an
interview with the Ghana News Agency, said negotiation is not an act or art of
begging as viewed by many Ghanaians.

He had held a
serminar on “negotiation” for members of the Tema Chamber of Commerce
and Industry in Tema.

According to him,
most projects and businesses fail due to poor negotiations and called for a
conscious effort to train political leaders and managers of businesses in the
art of negotiations.

“One mistake
most businesses commit is how they approach the banks for loans. Their very
demeanour gives them away as desperate and ill informed. They start begging
even before the terms of the loan are spelt out.”

Mr Yusif Barry,
Chairman, TCCI, said the members needed to be taught the strategies of
negotiations because its implications on businesses are crucial.

“Poor
negotiation skills are like a disease plaguing a lot of businesses and
families. It closes the mind to fairness and opportunity. Rights become
favours.”

According to him,
“Right from the supplier to the banker, we need to negotiate for better
deals. Most often we beg or at best we persuade.”

He called on banks
to be sensitive to the needs and aspirations of businesses by offering good
customer service, well-tailored loan packages and facilitate networking among
clients.

“It is in the
interest of the banks to support the growth and stability of the business
environment because at the end of the day, the will pick up deposits needed for
on lending activities”‘, he said.

GNA

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