Sales Plan for Negotiations

As compared to unannounced negotiation, formal negotiation

• is simpler

• requires less preparation

• is more time consuming

• is more difficult

Informal negotiation involves

• two people

• four people

• three people

• any number of people

Persuasion is an essential element of effective negotiation because it helps in

• effecting agreements and solutions in the interest of all

• achieving one’s own interests

• resolving disputes among people

• settling issues between two parties

The final aim of negotiation is to

• end a dispute

• win at all cost

• reach an agreement

• implement an agreement between two parties

A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution by

• joint problem-solving

• making proposals

• setting conditions

• setting conditions force

Negotiation strategy is partly concerned with

• searching for a common goal

• prolonging the length of the negotiation

• ending the discussion

• avoiding failure

Negotiation implies that both parties accept that the agreement between them is

• necessary

• final and binding

• conditional

• subject to further dispute

One’s negotiation objective should be

• social

• realistic

• ideal

• personal

In order to persuade others, facts should be discussed from the point of view of a

• fourth party

• third party

• first party

• second party

In negotiations, the interpretation of a cue requires skill because it may be

• ambiguous

• behavioral

• intentional

• intentional verbal