Reference no: EM133103459

What is a distributive negotiation? When might you engage in a distributive negotiation?
What sorts of things do you prepare in advance of a distributive negotiation?
How do alternatives affect the seller and the buyer in a distributive negotiation? How do we give ourselves alternatives in a sales negotiation?
What is it that you never want to disclose in any negotiation, and particularly in a distributive negotiation?
How might you uncover the other side's "resistance" or "walk-away" point?
Why might one side try to create confusion in a distributive negotiation? How effective do you think this would be in your business negotiations/relationships?
Why can silence be so powerful in a negotiation?
What are some ways that we can cause delay in a negotiation?
In the Learning Tree International article, they mention that in a distributive negotiation, you should "hopefully" close the deal. Why don't we want to obtain a deal at all costs?
If you were selling a house, what should be the tenor of your opening offer?
If you are selling a house (or are involved in any other distributive negotiation) what should your pattern of concessions look like?
In the Boddington article about the 9 effective sales closing techniques, which do you think you would be most likely to use? Why?
What are the 3 important properties for establishing commitment?
What are some ways that you can abandon a committed position in a negotiation? When might you do this?
What is an exploding offer, and why should you always be wary of them in a sales negotiation? Have any of you ever received one?
What is the purpose (if any) behind James Dean's game of chicken?
What are the 4 main ways of dealing with hardball tactics? Which one would you choose? Why?
Can someone explain good cop/bad cop?
Can someone explain the "bogey"
Can someone explain a "snow job." Why is it effective?