This article discusses the bargaining arena in sales negotiations and why the final point of agreement should not be the exact mid-point between the two positions. It also covers the factors that influence where the final point of agreement is reached, such as negotiation objectives and organizational outcomes. Three examples from different areas are provided to illustrate the points discussed.

Learn about the bargaining arena in sales negotiations and factors that influence the final point of agreement. Read examples from different areas.

Sales Negotiations - Desklib

Sales Negotiations

This article discusses the five stages of negotiation - prepare, information exchange, bargain, conclude, execute - with examples. It explains the importance of each stage in reaching a successful agreement. The article also explores the common objectives of firms, factors for the success of cross-border alliances, indicators for structural changes in MNCs, and factors influencing employment policies of international firms in host countries.

Sales Negotiations

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