XVI. Sales Negotiation


Success Factors*


To identify the factors critical to negotiation success and failure



Group Size:



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.

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