Art of Negotiation

Refers to the first step every sales person must do before negotiation.

• Communication

• Preparation

• Building Relationship

• Patience

This step involves finding creative solutions to satisfy both parties' interests.

• Analytical Skill

• Problem-solving Skills

• Negotiation Skills

• Communication Skills

This helps negotiators create a more collaborative atmosphere that will increase possibilities for acceptable terms.

• Building Relationships

• Compromise

• Patience & Persistence

• Preparations

All are important elements in the art of negotiation except ...

• Patience

• Flexibility

• Resources and Offer

• Relationship

Which of the following is TRUE about negotiation?

• Negotiators should uphold ethical standards and act with integrity throughout the negotiation process.

• Patience and persistence are important but if the client is abusive then we can argue with them in the same manner.

• Negotiators must be flexible and open to compromise including acceptance of bribes to proceed with projects.

• Communication is not as important as the actual offer we can give to a client.

Successful negotiation is about agreeing with clients all the time.

• TRUE

• FALSE

Effective negotiators possess perfect English communication skills, patience, understanding of client needs, and flexibility.

• TRUE

• FALSE

The most important in the negotiation process is ...

• Bargaining

• Exchanging of Information

• Preparation

• Closing the Deal / Business

The negotiation process ends when ...

• The client has already made a decision

• A proposal has already been submitted to the client

• The client requested evaluation copies of the books / sample items

• None among the choices

All are negotiation strategies EXCEPT ...

• Know when to walk away

• Keep emotional connections

• Consider client needs

• Justify the offer's benefits