This course will help students to understand the sales process and the principles of negotiation. Students identify the motives and constraints of the other person which affect the outcome of both the sales process and the negotiating process. Students learn to develop strategies using situation analysis, including an understanding of information asymmetries, relationship vs. transaction orientations and the differences between position-based and interest-based perspectives.
This course will help students to understand the sales process and the principles of negotiation. Students identify the motives and constraints of the other person which affect the outcome of both the sales process and the negotiating process. Students learn to develop strategies using situation analysis, including an understanding of information asymmetries, relationship vs. transaction orientations and the differences between position-based and interest-based perspectives.
