Sales and negotiation

The topic I’m going to tell you about consists of two parts, first is negotiation process and its managing and the second part will be sales.
I must say that there are 4 negotiating phases, which simplify this process: they are preparation, debating, proposal and bargaining phases. But let me start from the very beginning from preparation and debating phases. Imagine that you are a negotiator. Firstly define your ideal and fallback positions. In other words, try to concentrate on really essential things, have your own aim. Secondly try to put yourself in other party shoes, thus you’ll be able to identify, where you can trade of their needs against your own.
Lets turn to problem solving – proposal and bargaining phase. There are several rules, how to do this effectively. In the first place keep in mind the problem definition, what is more establish and maintain a detailed understanding of all the issues, also don’t forget always to stay as close as you can to your ideal position and as far away as you can from your fallback. In my opinion, these three advices are fundamental. After proposal phase, bargain – that is to say indicate, what it is you will actually trade, offer or perhaps concede.
And what’s about the managing, communicating in negotiation process. Of course they are essential. You can know the...

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