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Essay

Dynamics of Negotiations

Essay specific features

 

Issue:

Miscellaneous

 

Written by:

Cleora W

 

Date added:

August 22, 2014

 

Level:

University

 

Grade:

A

 

No of pages / words:

4 / 1034

 

Was viewed:

1623 times

 

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Essay content:

Each and every time I've negotiated, people have always stuck on to the first number that has popped up in the course of our discussions. The inclination to "anchor" on this first bit of information, however irrelevant or far-fetched it may be, is an urge, too overwhelming to ignore. That is the reason why, once I went in to prospect a lead, I wouldn't divulge a number straight away but would talk about the products we offer, the software service contracts, the number of licenses they needed...
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All these things, though important, price was the underlying issue of discussion and both sides knew it. Closing a difficult sale is as much about framing or scoping the deal as it is about hurrying to belt out numbers at one another. I've recognized that the first one to give out a number in these deals is not necessarily incentivized for it...
displayed 300 characters

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