In Which Model of Negotiation Are Negotiators More Likely to Concede

question 24

Multiple Choice

In which model of negotiation are negotiators more likely to concede some of their desires in order to appease their competitor?

• A) partnership
• B) game-playing
• C) haggling
• D) cost-benefit analysis

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Definitions:

Orphan Prospect

A potential customer or client that has not been regularly followed-up with or is no longer under the care of a specific salesperson, often due to changes in staff or oversight.

Sales Call List

A compiled list of potential or current clients that sales representatives intend to contact or visit to sell a product or service.

Re-qualify Prospect

The process of reassessing prospects to ensure they still meet the necessary criteria for potential sales or business engagements.

Alternative-choice Close

A sales technique that presents the customer with a choice between two options, encouraging a decision to purchase.