The Value Proposition

question 37

Multiple Choice

The value proposition:

• A) is usually one or two written sentences
• B) should be specific and measurable
• C) reflect the issues that the buyer is concerned with
• D) should be tied to the prospect's mission statement
• E) is accurately described by all of the above

Acknowledge the effects of public and private negotiations on making concessions.

Realize the strategic use of media relations to influence negotiation outcomes.

Learn the implications of constituency management and communication strategies on negotiation processes.

Understand the role and impact of constituencies in negotiation processes.

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Definitions:

Self-Actualization

Self-actualization is the realization or fulfilment of one's talents and potentialities, considered as a drive or need present in everyone.

Participative Management

A management style where employees at all levels are encouraged to contribute ideas towards identifying and solving problems, making decisions, and setting goals.

Empowerment

The process of giving people more control over their lives or the situation they are in, often by delegating power or resources.

Equality

The state of being equal, especially in status, rights, and opportunities.