The assignment is about sales negotiations, specifically the ISMM model. It covers three tasks: a win-win matrix, bargaining arena scenarios, and variables that impact deal-making. The tasks explore different situations where buyers and sellers negotiate, including real estate transactions, car deals, and political agreements. The variable costs and opportunities for win-win solutions are discussed.

Explore the ISMM Model assignment on Sales Negotiations, including tasks on win-win matrices, bargaining arenas, and variables, with insights from Perla (2009) and ISMM (2016).

ISMM Model Assignment- Sales Negotiations

The assignment content discusses various aspects of negotiation and sales techniques. It highlights the importance of anchoring, BATNA (Best Alternative to a Negotiated Agreement), and understanding customer objections. The content also emphasizes the need for good records and documentation in negotiation agreements. Furthermore, it provides specific examples from Electron Air-conditioner Company's schedule, plan, set of questions during selling, and debrief sheet.

Professional Development

ZOPA Breakpoints and Negotiation Strategies

Essay

Negotiation is a subjective process where parties take a stubborn approach and are reluctant to make compromises. Two applicable theories are position-based negotiation and interest-based bargaining. Position-based negotiation is based on the parties' needs, while interest-based bargaining involves considering each other's interests to reach a compromise. Effective negotiation requires respect for each party's views and opinions, as well as proper mechanisms such as relevant questions and suggestions. Strategies include single-issue negotiation, where discussions focus on one key issue, and anticipated results are an amicable agreement that meets the needs of both parties.

Effective Negotiation Strategies

This article discusses the differences between distributive and integrative negotiations, with examples of each. It also explains why integrative negotiation is difficult to achieve and the factors that contribute to its complexity. References are included for further reading.

ISMM Model Assignment- Sales Negotiations

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ZOPA Breakpoints and Negotiation Strategies

Effective Negotiation Strategies

Distributive and Integrative Negotiations

ISMM Model Assignment- Sales Negotiations

End of preview

ZOPA Breakpoints and Negotiation Strategieslg...

Effective Negotiation Strategieslg...

Distributive and Integrative Negotiationslg...

ZOPA Breakpoints and Negotiation Strategies

Effective Negotiation Strategies

Distributive and Integrative Negotiations