Negotiation at Work

XVI. Sales Negotiation

 

Success Factors*

Objectives:	To identify the factors critical to negotiation success and failure
Time:	Open
Group Size:	2–5
Materials:	Pre-work distributed prior to the program.
Trainer’s Notes:	This exercise is ideal when used as a pre-work activity with salespeople. When used this way, it should be sent out at least one week prior to the program. Ask that Parts 1, 2, and 3 be completed prior to the program and brought to the first session.
	We suggest using this material early in the program so that it can provide a framework for the remainder of the workshop.
	If time is a significant issue, you can use this material without the small-group activity. Just have participants report back on Part 4.