Negotiation Process in the Workplace

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1. The process of negotiation in the workplace that is most common is the sales process. The sales representatives strive to sell packaging systems that are purchased by large customers. The process begins with a presentation in which the representatives highlight the features of the systems that address the needs of the customer.

Preparation:
The sales representative finds out the specific needs of the customer and lists the benefits that the system he is selling will provide the customer. He also finds out the urgency with which the customer needs the system and the financial consequences of buying the system. The decision-making in the buyer organization and its budget for buying the system must be analyzed by the salesperson (a).

Listening to the customer:
The salesperson will listen carefully to apprehensions that the new packaging system will not perform up to its expectation. The salesperson will also listen and understand concerns that his company will not meet the needs of the company in the long run. The salesperson will also ascertain if the buyer is not willing to take responsibility for buying the system.

Handling Objections:
The sales representative will first find out the actual objections of the buyer, After that, the sales person shows that he is there to clarify. Finally, the salesperson come up with how the stapping system addresses and overcomes their objections.

Salesperson Must Control his Emotions
The salesperson should never allow the discussion to get into an argument. He should not feel or express joy, anger, or annoyance. If the salesperson loses control over his emotion, he will lose not only the deal but the customer may be lost forever. Irrespective of the provocation from the customer, the salesperson must stay calm and keep the discussion friendly.

The Salesperson Walks Away When:
The customer makes demands that are unprofitable to the company or makes unreasonable demands. The ...