MANA 343 Chapter Notes - Chapter 5: Move
31 Jan 2017
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Chapter 5 - closing deals: persuading the other party to say yes. Preparation is key in closing the deal: you learn to satisfy other"s interests. Not my idea => ask other for ideas during negotiation & to criticize you proposals. Unmet interests => explore other"s perception, needs other than money to satisfy. Losing face => do not damage name, image, reputation. Tmi too fast => break situation into parts & proceed step by step, propose idea as trial period. Too expensive => focus on value rather than cost; framing. Doesn"t work for me/don"t want it => illustrate how your proposal will help. I need more time => ask if they have all the info required to make decision. I don"t believe you"ll comply => deal w/ their fear by recounting deals you honored; testimonials. When to close: when other understands your offer > its costs. Ask open-ended questions to know where they stand.
