Formal Integrative Negotiation—Part of the Win-Win Relationship Strategy
13.1 Describe the principles of formal negotiations as part of the win-win strategy
Frank Acuff, negotiations trainer and author of How to Negotiate Anything with Anyone, Anywhere Around the Globe, says, “Life is a negotiation.”4 Negotiating skills have applications almost daily in our personal and professional lives. Some traditional personal selling books discuss how to “handle” buyer objections. The message communicated to the reader is that personal selling is a “we versus they” process resulting from distributive negotiations: Somebody wins, and somebody loses. The win-win solution, where both sides win, is not offered as an option. In this chapter, we focus on integrative ...
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