Description: As the negotiation seems to be nearing a successful conclusion, you begin talking about a joint press release to announce the start of your new partnership.
The Press Release Close is a great way to focus your countparty’s attention on future deals. Not only is this a done-deal, but it’s an important enough accomplishment to warrant an official announcement. In Asia this may take the form of an official banquet. Europeans may organize a simple toast. This is a psychological closer — once you are all thinking about the self-congratulatory publicity, it becomes easy tie up loose ends and contentious details.
Intent: This tactics is designed to get the other side thinking in terms of a completed deal — and to focus their planning on the benefits of future deals. It institutionalizes your relationship.