Part 1: Getting Ready for Negotiations
Phase 2: Development of the negotiation
Closing:
Satisfaction of the needs of the other party
Credibility of the message (be firm)
Trust climate
No more room for further negotiations
Closing tactics:
One last concession
The summary
The double alternative
A summary of each of the negotiated points
must be written down, read and approved.
Role reversal
Consummate facts
The ultimatum
Export Platforms | Module 6: Making the Sale
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