BUS 402 Lecture Notes - Lecture 5: Best Alternative To A Negotiated Agreement
Document Summary
Negotiation:-working to reach an agreement that is mutually satisfactory to both the parties. Sles person must identify the goals of prospect and the company. then he should gure out the similarities and diff betweenn the goals. Information is collected from associates, buyer"s websites, previous vedors of the buyers. 2. determine who will be in the negotiation : 3. understand the value of what you are offering: is not always in terms of low price but also various other bene ts. What alternatives will be acceptable to you if your negotiation does not succeed. Space between the seller"s reservation value (the lowest offer he is willing to accept) Highest value buyer is willing to pay: anticipate buyer"s concern: Need more quotes or info: review methods of negotiating buyer"s concerns:
