Chapter13

Chapter13 - Formal Negotiating Chapter 13 Chapter The...

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Chapter 13 Chapter 13 Formal Negotiating
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The Nature Of Negotiating The Nature Of Negotiating Negotiation- the bargaining process through which buyers and sellers resolve areas of conflict and arrive at agreements Win-lose negotiating- the negotiator attempts to win all the important concessions and thus triumph over the opponent Win-win negotiating- the negotiator attempts to secure an agreement that satisfies both parties Negotiation Versus Non-Negotiation Selling Salespeople have price books and procedural manuals With negotiations, buyers expect policies, procedures, and prices to be negotiable Formal negotiations generally are for large or important prospective buyers
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Continued Continued What Can Be Negotiated? (See Exhibit 13.1, P. 337) Customers which are large or important enough can negotiate almost anything Lists of prioritized issues help determine where disagreements exist Are You A Good Negotiator? A good negotiator must have patience, endurance, take risks and the ability to tolerate ambiguity Successful salespeople do not always make great negotiators Must not fear conflict Different cultures, different emphasis on skills
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Planning For The Planning For The Negotiation Session Negotiation Session Location Choose a neutral site free from distraction Preferences generally are the morning and the middle of the week Time Allocation Time pressures tend to have negative outcomes With a win-win perspective, high outcomes are achieved regardless of time pressures Negotiation Objectives
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Chapter13 - Formal Negotiating Chapter 13 Chapter The...

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