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The Sales Meeting
Developing Sales Strategies
The Sales Meeting
Sales Negotiation
Seller lays cards on the table
Buyer lays cards on the table
Compare notes - Agreement
Seller prices high
Buyer offers low
Battle - Agreement
Competitive Negotiation
Co-operative Negotiation
Ignores the human need to win.
Can be misunderstood as weakness
Leaves the negotiator open and
may lose the advantage.
Co-operative Negotiation
Will often lead to conflict.
Will occasionally lead to brinkmanship.
Results depend on the strength of the negotiator,
not the merits of the issues.
Not likely to achieve Win-Win.
Will often result in Lose-Lose.
You are never certain if you achieved the results
you could have achieved.
Competitive Negotiation
Abu Dhabi
Zero Sum Game
The Camel Story
William Ury


Brother one 1/2 

Brother two 1/3 

Brother three 1/9
17 Camels
The Camel Story
William Ury
17 Camels 

Brother one 1/2 

Brother two 1/3 

Brother three 1/9
+1 = 18 

= 9 

= 6 

= 2

Old Lady = 1
Who wins in a negotiation?
Where does the power come from?
Is there an alternative to Positional
Bargaining?
How do I get the opponent to listen
to my point of view?
How do I make sure we both get more
than we bargained for?
5 Basic Questions
Coming Up
Power Series Business Breakfast
Getting New Customers / Keeping them forever
R745 per Delegate (R4000 Table of 6)
Cape Town Tomorrow
R200 for people who attend The
Sales Meeting Weekly Webinar
richard@richardmulvey.biz
The Sales Meeting
http://bit.ly/The_Sales_Meeting_Notes17

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The sales meeting week 17

  • 4. Seller lays cards on the table Buyer lays cards on the table Compare notes - Agreement Seller prices high Buyer offers low Battle - Agreement Competitive Negotiation Co-operative Negotiation
  • 5. Ignores the human need to win. Can be misunderstood as weakness Leaves the negotiator open and may lose the advantage. Co-operative Negotiation
  • 6. Will often lead to conflict. Will occasionally lead to brinkmanship. Results depend on the strength of the negotiator, not the merits of the issues. Not likely to achieve Win-Win. Will often result in Lose-Lose. You are never certain if you achieved the results you could have achieved. Competitive Negotiation
  • 8. The Camel Story William Ury Brother one 1/2 Brother two 1/3 Brother three 1/9 17 Camels
  • 9. The Camel Story William Ury 17 Camels Brother one 1/2 Brother two 1/3 Brother three 1/9 +1 = 18 = 9 = 6 = 2 Old Lady = 1
  • 10. Who wins in a negotiation? Where does the power come from? Is there an alternative to Positional Bargaining? How do I get the opponent to listen to my point of view? How do I make sure we both get more than we bargained for? 5 Basic Questions
  • 11. Coming Up Power Series Business Breakfast Getting New Customers / Keeping them forever R745 per Delegate (R4000 Table of 6) Cape Town Tomorrow R200 for people who attend The Sales Meeting Weekly Webinar richard@richardmulvey.biz