Managers Involved in Negotiation Should

question 3

Multiple Choice

Managers involved in negotiation should:

• A)Search for the absolute best answer.
• B)Verify whether there is only a fixed set of alternatives.
• C)Realize that solving the other party's problem is actually the other party's problem.
• D)Exercise premature judgment.

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Definitions:

Pet Flea Collars

Devices worn around the necks of pets, such as dogs and cats, designed to repel or kill fleas.

Think It Over

A common response from potential customers indicating a need for more time to consider a purchase or decision.

Close

The final step in the sales process where a salesperson secures agreement from the customer to proceed with the purchase.

Minor-Points Close

A sales technique that aims to secure agreement on minor details of the sale in order to facilitate the customer's agreement to the main purchase.