Sales negotiation skills - an alternative.docVIP

 PAGE \* MERGEFORMAT 6 Sales negotiation skills - an alternative Alternative is a very important factor in the negotiations, but was ignored by most people. In many failed business negotiations, the reason mostly negative or no alternative options for the two sides at loggerheads over the time, there is no other solution to the stalemate in the negotiations toward a single to win the final. Give a simple example, you asked her boss for a raise request, you listed a number of well-prepared based on trying to convince the boss, unexpectedly, the boss refused your request, then your alternative may be to resign immediately, or work as usual it is difficult to say that this is the best alternative to an immediate resignation is clearly a one-win negotiations (perhaps you have found a new job, but since you find boss for a raise, enough to prove that you do not intend to resign or a new job is not ideal) ; business as usual is not a good choice, you do not achieve the desired goals and made an unconditional concessions, in the future will certainly affect the position of the eyes of your boss, but also reduces the status of the next negotiations. The best alternative should be determined before the formal negotiations, the need for adequate analysis and repeated calculations, a list of specific quantitative targets, and the need to negotiate acceptable to both sides, from the terms of trade effects, the best alternative should not be lost in the primary election program. We see a typical example: Louis XI of France is Europe’s 15th century’s most cunning monarch. When England’s monarch Edward IV of England to send troops across the English Channel to France the territory of contention when the King of France, taking into account their influence is weak, and decided to a negotiated settlement. With a time-consuming and expensive than the war, Louis 11 The best alternative is with the Edward IV to reach a more secure transaction. As a result, Louis XI in 1475 with