The assignment content discusses Sales Negotiations and the powers that organizations have in negotiation processes. These powers include bargaining power, position power, reward power, and ethics power, which can be applied to major customers to understand their strengths and weaknesses.
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1 Sales Negotiations Sales Negotiations
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2 Sales Negotiations Task 4 – Power Q1. Think of your own organization – what powers does it have (some might call this a list of strengths and weaknesses). Accordingtotheorganization,therearedifferentpowerswhichcanbeusedinthe negotiation include bargaining power, position power, reward power, and ethics power. Bargaining power is the degree to which individual can reward or punish the other side and vice-versa.Positionpowerisconferredonthebasisofone’sformalpositioninan organization. Reward power having a capability of perceived rewards by holding power. Ethics power help in increasing trust which includes more power in negotiation (Terlizzi & Dorogusker, 2016). Q2. Apply this to one of your major customers - what are their strengths and weaknesses For apply the power to our major consumers are bargaining power is the general capacity of gatherings in the circumstance to apply impact over one another. On the off chance that both the gatherings are on the equivalent discussion, at that point they will have a square with bargainingpower(Macaulay,2018).Therearesomeadvantagesanddisadvantages. Advantages include: It helps in creating the enforcement consistency. It assists in encouraging cooperation. Bargaining power help in creating the relationships between two parties. Disadvantages include: This type of power may require a dues payment. It requires government duties (Macaulay, 2018). It is not always a process of fair representation. References Macaulay, S. (2018). Non-contractual relations in business: A preliminary study. InThe Law and Society Canon(pp. 155-167). Routledge.
3 Sales Negotiations Terlizzi, J. J., & Dorogusker, J. L. (2016).U.S. Patent No. 9,418,032. Washington, DC: U.S. Patent and Trademark Office.