The Science of Sales Negotiations

Questions to Answer

  1. What are areas of possible flexibility? Does it mean giving more discount? If not, what else?
  2. Getting the order or winning the negotiation is a goal. What else are objectives defined above in the Preparation sub heading?
  3. How do you exchange positions because the negotiator on the other side will never allow you to do so?
  4. What could be your inputs towards creating a positive working climate?
  5. For listening carefully what do you beyond normal listening?
  6. What is optimum and fall back position? Is it same as best and worst possible outcome of the negotiation?
  7. Under bargain, we have written that Dont concede without exchanging. What do you exchange with what? Please discuss.

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