test 3(1) - MSC 313 Negotiations and Objections Objections...

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MSC 313 Negotiations ( and Objections) Objections: We don"t need your product We’ve never done it that way before We don’t like your product We don’t understand We need more information Need time to think about it We can’t afford it You’re to young
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Objection Responses 1.Direct denial 2.Indirect denial 3. Compensation method –  you have  things to over compesate the original  suggestions. 4.Feel-Felt –found-   make sure they  understand and then make a suggestion.  5. Boomerang 6. Pass-Up
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How did it go ? In class Assignment 1: Take a few minutes and describe a  recent negotiation you were involved in.  Were you successful in reaching your  objectives? How effective were you as a  negotiator? How tough was the other  party? In class Assignment 2 :What is Negotiating ? What do you think it is ?
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This note was uploaded on 03/30/2008 for the course MSC 313 taught by Professor Iles during the Spring '08 term at Michigan State University.

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test 3(1) - MSC 313 Negotiations and Objections Objections...

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