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Tag: 上海后花园Wn Breaking Down the Nuances of Negotiation

first_imgnegotiationIn a post for the Jonathan Farrington blog, Farrington explains the difference between selling and negotiating.“The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking,” he writes. “Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum.”Farrington says the negotiation should only begin when there is a genuine commitment from the buyer and seller towards a conditional sale.Farrington says negotiations are viewed as competitions, where the outcome has to yield winners and losers and every negotiation has the potential to achieve one of the following outcomes:Win-Lose – where your customer wins a better deal at your expense and can lead to an unprofitable long-term relationship, because you have conceded too much to sustain future account servicing and growth.Lose-Win – where you win a better deal at your customer’s expense, which can cause bitterness and resentment, resulting in cancellations and a myriad of issues that stem from negative emotions.Lose-Lose – which is symptomatic of inflated egos on both sides that are prepared to ‘fight to the bitter end’ just to do a deal. This outcome creates bitterness and relationships are unlikely to continue past the short term.Walk-Away – which is actually a better outcome than all the above, because it preserves the possibility of a future relationship that is profitable for both parties.Win-Win – where both parties have made concessions, yet both the buyer and the seller are willing to comply with the agreed terms and share a perception that the outcome was fair to both.For more on negotiations, read Farrington’s full post here.Related ContentOver at the Open View blog, there’s more about how best to negotiate, including the importance of respect, how to create a win-win scenario and where to go for negotiation training. AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img read more

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