 EMC Home |
New Titles |
All Titles |
Abstracts |
Topical Index |
Withdrawn |
CSS Home |
Search
|
Search |
Negotiating Profitable Sales, Part 1: The Preparation
- 1979 ----- color ----- 24 min ----- 16mm
- A starkly realistic in-depth study of a salesperson being briefed for, and then undertaking, his first major sales negotiation. Shows the salesperson and his two bosses--one of whom acted as "customer" for the role-play--now replaying the video of his performance, to work out his errors to try to make sure he won't make them on the day. The negotiator must learn how to balance any concession given with an equal concession traded over by the customer. Not only does the negotiator have to have a clear idea of what he wants--he also needs to see clearly where the customer wants to end up.
- Topics: (Business Administration)
![[University of Washington]](http://www.washington.edu/home/graphics/uwsealf6.gif)
|
 |
|
|
|
|||
|
|||
![[EMC Logo]](http://www.washington.edu/classroom/emc/emctrans.gif)