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Sales Style& Negotiation

Sales Style& Negotiation. Sales is interactive Bargaining is part of selling Sales style contains hints about bargaining behavior. Preconditions to negotiating. Parties willing to seek agreement Correct atmosphere-nonintimidating Authorization to negotiate

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Sales Style& Negotiation

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  1. Sales Style& Negotiation • Sales is interactive • Bargaining is part of selling • Sales style contains hints about bargaining behavior

  2. Preconditions to negotiating • Parties willing to seek agreement • Correct atmosphere-nonintimidating • Authorization to negotiate • Parties trained in negotiating techniques

  3. Negotiation • Fisher & Ury- “Getting to Yes” • Method: * Separate People from problem * Focus on interest, not positions * Invent options for mutual gain * Insist on using objective criteria

  4. Negotiation • Best Alternative to Negotiated Agreement(BATNA) • Issues- Fairness/principled negotiation; people differences; tactics; power • How to resolve issues

  5. Negotiating techniques • Add a feature • Split the difference • Make a tradeoff • Walk away

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