Identify the supplier’s closing signals such as when he or she accepts your proposals without

providing counterproposals.

When the time comes to close the deal, summarize the key points, first verbally, and then in
writing once the negotiation has concluded.
Do not accept last minute concession requests on important points.

You can accept small concessions on minor issues if the costs of prolonging the negotiation
outweigh the benefits of continuing to negotiate.

Check to make sure the deal is at least as good, and ideally better, than your BATNA when
deciding on whether or not to close the deal.
When you have the best possible deal, refer it to the project team for approval.