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mkt 405 3-14-11 - -trying to close a sale-trying to open a...

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MKT 405 3/14/11 Types of Negotiating: -bargaining -blackmail/bribery -persuasion -reasoning -giving in -win/lose -win/win -lose/lose When do we negotiate: -when we want something -when we want to change something -when we have something others want -with employers When do we negotiate in sales: -always
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Unformatted text preview: -trying to close a sale-trying to open a sale -service-when we have a problem-retaining a customer 3 common obstacles:-the other party is more powerful-has no principles-uses dirty tricks 4 principles:-separating people from issues-focus interests rather than problems...
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