Personal Selling Ch. 13

Personal Selling Ch. 13 - Sarah Anderson Personal Selling...

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Sarah Anderson Personal Selling Written Ch. 13 David Smith Prepare and submit written definitions to each of the “KEY TERMS” listed on page 355. Accommodating mode- Resolving conflict by being unassertive and highly cooperative. When using this approach, people often neglect their own needs and desires to satisfy the concerns of the other party. Adaptive planning- The development of alternative paths to the same goal in a negotiation session. Agenda- List of what will be discussed, and in what sequence, in a negotiation session. Ambush negotiating- A win-lose tactic used by a buyer at the beginning of, or prior to, negotiations when the seller does not expect this approach. Avoiding mode- Resolving conflict in an unassertive and uncooperative manner. In this mode people make no attempt to resolve their own needs or the needs of others. Brainstorming session- Meeting in which people are allowed to creatively explore different methods of achieving goals. Browbeating-
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This note was uploaded on 05/11/2011 for the course BUAD 2000 taught by Professor Keri during the Spring '11 term at Bemidji State.

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Personal Selling Ch. 13 - Sarah Anderson Personal Selling...

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