Sales Negotiations: Win-Win Matrix Analysis, Strategies, and Outcomes

This report provides a comprehensive analysis of sales negotiations, focusing on the win-win matrix as a key framework for understanding negotiation dynamics. It explores various scenarios within the matrix (win-win, win-lose, lose-win, and lose-lose), providing real-life examples and examining the immediate reactions, emotions, body language, and behaviors exhibited by parties in each situation. The report further reflects on the long-term consequences of each negotiation outcome for all parties involved. It also discusses the importance of achieving a win-win arrangement, the strategies that can lead to such outcomes, and the circumstances under which a better win-win deal might occur. The report highlights the significance of joint fact-finding, creating value through trades, and adopting a collaborative approach to achieve mutually beneficial results in business negotiations. The report concludes by emphasizing the importance of a win-win approach for building strong, enduring business relationships.

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Sales Negotiations

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Task 1 - The win-win matrix
Negotiation is the methods for settling the contrasts between person. In the method of
arrangement, there are distinctive assessments which are considered, yet additionally singular
needs, interests alongside the distinctions regarding foundation and culture. Win-Win is the
situation as well as the plan which has the potential to be beneficial to those who are
involved. This approach is easier in finding the agreement with the other to accomplish the
objectives. Some individuals have a tendency to view all the situations as win-lose such that
they need to beat the other side in every situation. This may have a negative impact as it
provides an effective focus on winning at any cost, even when destroying the value
(Beckmann et al., 2014).
Imagine two people or two organizations in conflict over money, resources, time, etc. There
are four possible results – A wins and B loses, B wins and A loses, both A and B lose, both A
and B win:
Q1. For each square in the matrix describe how this might occur (try to think of real-
life examples i.e. what are the objectives and outcomes for both sides).
Business negotiators assist in understanding and analyzing the significance of achieving a
win-win arrangement when both the gatherings are happy with the understanding, chances of
the durable alongside the fruitful business association which are a lot higher. But both the
parties may adopt the concrete strategies which assist in generating a win-win negotiation
contract which seems elusive. There are some win-win negotiation strategies which both the
parties can adopt include make numerous offers all the while, incorporate the coordinating
right, strive for an unexpected understanding, arrange the harms forthrightly and last is scan
for the post-settlement (Menard, 2017).
For example, suppose in the business organization, your association with the great buyer has
developed crisp. Requests are down and the correspondence is constrained, yet you can't
recognize the issue. At an up close and personal gathering with the settlement, you are
offered over a purchaser's work area which is low and uneasy. In the event that you sit, the
sun will everything except visually impaired you. What should you do?

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In this, most basic reactions from the purchasers are stay standing, close the blinds or move
the seat. On the off chance that the relationship is esteemed more than the issue, at that point,
the realistic selects the lose-win situation or win-lose situation (Menard, 2017).
For example, suppose the manager appointed the obligation of acquiring the photography
administrations for the business association for an excursion. Each true-blue picture taker has
been reserved for the months for a get-together, graduation and so forth the main
photographic artist you can get are two school material science understudies, whose long-
term profession designs which incorporate shooting gamma wave radiation! In this model,
there is an interest in lose-lose strategy.
For example, the current trend in business to pare back the number of suppliers. The
encouraging force to decrease the cost as well as maximize profit for both buyer and seller. In
this example, the situation arises of a win-win strategy (Menard, 2017).
Q2. Reflect on the immediate reaction of both parties in each situation; what emotions
might you see, what body language and behaviors might be exhibited.
In selecting the appropriate and effective strategies which depend on how the parties are
valued for the issues along with the relationship. A valuable aid for the work which assists in
explaining this concept. The matrix is classified into four parts that are a lose-lose, win-lose,
lose-win and win-win strategy. Win-lose in the lower left quadrant since this is the sort which
is most regularly polished. The suitable time to use the Win-lose circumstance, when the
issue matters more than the relationship. On the off chance that they need to win, you
couldn't care less on the off chance that they lose. Next is win-lose circumstance and it is
indicated in the upper right quadrant as it is difficult to get a handle on for some purchasers
when pretending as dealers (Chollett et al., 2017).
In the above example of a lose-win or win-lose strategy, if we're sitting in the low, blinding
seat then the buyer may practice the control. By intending to lose over the issue, give
authorization to the purchaser to the agreeable enough which assist in expressing the
problem. Then, it is necessary to rectify it and preserve the relationship. It assists in
increasing sales as a result of owning up to the problem.
Next situation is lose-lose strategy as in the example of this strategy, in the relationship, it has
no future and for the issue, they don't need the high-goals photography of staff individuals

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who have enjoyed throughout the day which help with dealing with the conditions under the
dilemma which is suitable and it will be few yet it is fitting decision in those who are having
a rare instances when the issue along with the relationship which had a little value (Menard,
2017).
In the situation of win-win strategy, in the long-term business, effective relationship matters
as include the issue of profitability. The win-win situation should be the ideal strategies and
in all the cases it includes the major consumers and suppliers which should be our only
choice.
Q3. Reflect on the long-term consequences for each party.
While numerous people think about the transaction as an opposition where one side wins and
other one loses, in all actuality negotiations incorporate the more intricate mixture of winning
and losing. The result of this can be sorted into three sections that are win-lose, lose-lose as
well as win-win. In the event that the negotiations fail, no assertion hosts have been come to
alongside the gatherings which are compelled to look for the elective solutions (Gölgeci et
al., 2018).
In the win-lose situation, the opposite sides have attempted to win, without any regards for
the aftereffect of another social event. Both the social events have come into the exchange
with the pined for target close by the left point. In the win-lose circumstance, one social event
falls inside the target go and furthermore other get-together falls underneath their goal run.
By observing that win-lose results when the losing side can be pushed underneath their leave
point. This can happen when the losing party does not grasp what is the best decision to
accomplish an outcome in the exchange, or where they keep counseling against their own
advantage. There are some different components which incorporate intimidation and in
addition asymmetric data which may prompt win-lose results (Chen & Miller, 2015).
In the win-win situation, both the gatherings wind up, at the base inside their objective
extents. This can be just coming to with the center ground that the two gatherings profit by
and it could mean by finding an inventive new arrangement which helps with enhancing the
situation of both the gatherings. On the off chance that both the gatherings are accompanied
by their objectives, that are commonly perfect. At that point, there is a decent shot that
transaction which may result in a win for both the sides. There is nothing that keeps an
arbitrator from attempting to press favorable position or push the opposite side into the losing

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position. In any case, there is a hazard, all things considered, another gathering will leave
arrangement (Xia et al., 2015). Win-win results are the steadier consequences of transactions
since both the gatherings are content with the outcome, they need to little motivation to pull
out at a later time. Both the gatherings have a motivating force to consult with one another as
it sets out the establishment for a commonly gainful working relationship.
In the lose-lose scenario, both the gatherings are yielding the dealing positions outside their
objective reaches. In the event that the mediators neglect to achieve an understanding, both
the gatherings whether it is An and B may wind up in their more terrible positions than when
they are begun their arrangements this is incorporated into the predicament. In the
predicament, on the off chance that one or both the gatherings can't leave the transaction, yet
they are reluctant to influence the concessions as both will to be compelled to manage the
poor results of not achieving an assertion (Gummerus et al., 2017). On the other hand, both
the gatherings that are An and B could be too speedy with the goal that they can make the
concessions, achieving a trade-off that is reasonable however it is inconvenient to both the
sides. Similarly, if both the gatherings are mixed up about the advantages of what the
opposite side is putting forth then they may reach to an assertion which later comes to lament.
For instance, envision Craftsy Corp. is consulting with the Alexa to offer her distinctive
gadgets. Their accomplished curation group things that she has an extraordinary item with the
loss of potential and ability. The main staying point in the agreement is the quantity of
gadgets Craftsy Corp. needs from Alexa for the endeavors.
Q4. It is the belief of many professional salespeople that there is always a better deal to
be had. In what circumstances do you think a better win-win might occur and how
could both parties be happier with the outcome?
Business negotiators assist in understanding the significance of achieving a win-win
arrangement: when both the sides are happy with their understanding, the chances of
enduring alongside the fruitful business association which are a lot higher. Be that as it may,
the solid procedures help in creating a win-win transaction contract regularly observed subtle.
It is the belief that there is diversified professional sales individual that there is always a
better deal to be had. The win-win negotiation is seen to be as most desirable outcomes as it
means that negotiation parties which have reached an agreement that cannot be improved
with the further discussions and negotiations (Womack & Jones, 2015). The win-win

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negotiation is referred to as an “integrative” negotiation which provides suggestion to both
the parties which have put forward all the possible resources as well as provide an effective
and creative option which has been thoroughly debated.
By creating the professional with the open atmosphere, individual need to engage with the
consumers and need to provide a response to their expectations. The style should be firm but
friendly, constructive along with the collaborative. In a business negotiation, win-win may be
the ultimate goal. There are some things which assist in creating win-win situations such as
try joint fact-finding, create more value through trades, try the contingent agreements, and
consider adding a matching right (Hammond et al., 2015). Unless the consumer is known for
being aggressive, emphasis should be on the joint-problem solving instead of scoring
debating points. There are different things which assist in encouraging the parties to adopt a
win-win approach includes:
 Need to select the right personalities for the negotiation.
 Need to ensure the right style and tone.
 It is necessary to manage the pace along with the timing of negotiations.
 Seating the arrangements as well as the provision of refreshments.
 Provide the simple but professional along with the accurate documentation of negotiations
and final agreement.
The win-win process is simple along with the straightforward, as it is not easy to pull off.
This is because it requires a different mindset than most of us to our disagreements. It also
requires the patience as well as self-control which help in managing relationship among two
persons (Womack & Jones, 2015). It includes different steps that are alert, eliminates upset,
adopts the win-win attitude, listens purposefully, and last is synergistic brainstorming. In
resolving the differences and disagreements, there are four possible outcomes which include
win-lose, lose-win, lose-lose and win-win.
Win-win conflict resolution is cognitive along with the behavioral skills which assist in
serving happiness to the relationship. Striving for the win-win resolution to any type of
disagreement cannot provide assistance but may lead to ongoing relationship happiness. To
live the win-win situation, it is necessary to adopt the following practices which include:

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 Make a commitment to the business organization to approach all the difference with the win-
win mentality. This will help in striving the resolution which feels good to both the parties.
 Another practice is to think breakthrough as many individuals approach their relationship
problems as a catastrophe. Individuals who adopt breakthrough mentality which may not like
to experience the disagreements in their relationship but they do not fear or avoid them.
 In the win-win situation, individual won't work for casual relationships, but it certainly will
pay off for more important ones by scheduling the problem-solving meetings (Meadows et
al., 2016).
 Beyond the problem solving, individuals need to listen which assist in serving to
communicate by caring and respecting. This will help in providing relationship satisfaction
and happiness.
 While teaching win-win to others, it helps in using our own capability as it assists in
increasing the possibility for more happiness in our relationship life.
To sum up, it has been concluded that win-win provide the high ranks on the list of overused
buzzwords but many of us understand the counter-intuitive notion which has two sides that
can win when the products and services are sold and purchased. A win-win situation is not
only obtainable and it offers the ideal result. The win-win negotiation requires both the
parties to commit to offering substantial information about their circumstances along with the
issues which they face. In creating the win-win situation, need to prepare or talk about the
real business issues instead of hypothetical scenarios in an effective and open manner.
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