Which of the following seeks one or more settlements that can create a win/win situation?
Which of the following seeks one or more settlements that can create a win/win situation?
The negotiation that seeks one or more settlements than create a win-win situation is called Integrative Bargaining Strategy. Regarding intra-organizational behavior, all things being equal integrative bargaining is preferable to distributive bargaining.
Is a strategy used by some buyers to engage in a win lose tactic of negotiation when the other party does not expect it?
Ambush negotiation occurs when either party begins to negotiate with a win-lose strategy when the other party does not expect it. Putting the key issues at the beginning in the agenda is advantageous.
Why is it important for salespeople to become skilled in obtaining prospect?
Customers make a buying decision, rather than the salesperson closing the sale. Why is it important for salespeople to become skilled in obtaining prospect commitment? It is easier to convince the buyer to do the seller a favor by buying the product.
What is conflict and negotiation?
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent).
Is a process that begins when one party perceives that another party has negatively affected or is about to negatively affect something that the first party cares about?
Stephen Robbins, author of Organizational Behavior, defines conflict as, “A process that begins when one party perceives that another party has negatively affected or is about to negatively affect something the first party cares about.”
Why is conflict among coworkers destructive?
In the workplace, destructive conflict hinders work performance, because people refuse to speak to each other or they don’t have civilized conversations. Destructive conflict between two people can bring down the morale of an entire department, thereby reducing productivity and efficiency.
Why does a salesperson become proficient in obtaining commitment?
The right time to obtain commitment is when the buyer appears to be ready. Salespeople can discern this through buying signals, which can be evidenced through buyer comments and nonverbal cues. Buyer comments such as questions, requirements, benefit statements, and responses to trial closes all provide buying signals.
What are the three views of conflict?
3 views of conflict are traditional, human relations, and interactionist view; where each view treats and manage conflict uniquely and differently.
Which statement regarding time and a negotiation is most accurate?
Explanation: Which statement regarding time and a negotiation is most accurate? a. Negotiations should always progress as quickly as possible so that the parties don’t lose interest or find alternatives.
Which of the following is the best time preferred by an experienced negotiator to begin negotiations?
Individuals should prepare themselves emotionally for the stress that will occur within a negotiation session. Experienced negotiators typically prefer to begin negotiations: on a morning in the middle of the workweek.
How do negotiations differ from regular sales calls?
Negotiations differ from regular sales calls in that they involve less intensive planning and a smaller number of people from the selling firm. When developing objectives, negotiators need to sort out all issues that could arise in the meeting, prioritizing them by importance to the selling firm.
What are the 5 negotiation styles?
Negotiators have a tendency to negotiate from one of five styles: competing, accommodating, avoiding, compromising, or collaborative.
How can destructive conflict be avoided?
Steps to prevent destructive conflict
- Be self-aware: Consider if you are contributing to continued conflict.
- Clear expectations and clear communication can help prevent destructive conflict.
- Ensure both sides in a conflict are given equal opportunity to present their case.