The document discusses different approaches to sales negotiations. It contrasts competitive and cooperative negotiation styles. Competitive negotiation focuses on each side battling to win their position, which can damage the relationship and lead to lose-lose outcomes. Cooperative negotiation aims to find win-win agreements where both sides get their important needs met. The document advocates using cooperative strategies and provides an example where three brothers evenly divide 17 camels by adding one more camel to reach an agreement where no one feels they lost out. It suggests negotiators should ask questions about power, alternatives to battling over positions, getting the other side to listen, and structures to ensure mutually beneficial deals.

1. The Sales Meeting

2. Developing Sales Strategies

3. The Sales Meeting
Sales Negotiation

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

7. Abu Dhabi
Zero Sum Game

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
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12. The Sales Meeting
http://bit.ly/The_Sales_Meeting_Notes17