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Negotiation at Work by IRA G. ASHERMAN

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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.

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