Eight Sources Of Power In A Sales Negotiation

Topics:
Negotiation
Tags:
Finance,
Free Trade,
InsiderReports,
Negotiation,
Sales
Source:
InsiderReports

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Overview: Negotiating power plays a major role in every type of negotiation, whether it's a labor negotiation, political negotiation or a buy-sell negotiation. Both the buyer and the seller have power in a negotiation. Power is each side's perception of its strength or weakness in comparison to the other. This perception of power affects the ability of each party to achieve its own goals, and the more negotiating power you have in comparison to that of your buyer, the fewer concessions you'll have to make. For each party in a negotiation, there are eight sources of power. These are need, options, time, relationships, investment, credibility, knowledge and skills. Read article for apprehension of each of these sources.

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Format: HTML | Date: Jul 2000 | Pages: 1

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