Scenario 1 – 16 year old Doug is having an argument with his father. Doug thinks that his allowance should be increased, now that he is 16. Dad has no problem with handing more money to his son. But there is a catch. He wants Doug to work part-time at his store and earn the sum.
Managing the Sales Negotiation Process
How many times have you heard:
* “You’ve got to drop your price by 10% or we will have no choice but to go with your competition.”
The Art of Negotiation
According to the dictionary, to “negotiate” means “to confer with another so as to arrive at the settlement of some matter.” Yet, it is a fact that nearly 75% of individuals faced with having to conduct crucial negotiations do not realise success at their negotiation efforts and rarely have a clue as to how to win more during a negotiation. Instead, most negotiators have learned only how to push against others, criticising and attacking rather than identifying one another’s strong points. Typically, criticism, rather than creativity, has become the norm during most negotiating efforts.