Sales Negotiation: Building Win-Win Relationships

Topics:
Negotiation
Tags:
Finance,
Free Trade,
Negotiation,
Sales,
Sales Force Management,
Sales Strategy,
Seller,
Wright State University
Source:
Wright State University

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Overview: The prime focus of a sales negotiation should be on building a ‘win-win’ relationship. The buyer and the seller both should feel satisfied and on a ‘winning note’ at the close of the sale. In negotiation, the subtle factors of the sale are dictated by bargaining. Traditionally, selling involved gains acquired by the seller and concessions done by the seller. Relationship selling works towards reversing this trend and focuses on satisfying both the parties. The paper discusses these issues.

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Format: HTML | Size: 190KB | Date: Jan 2003 | Pages: 33

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