Sales Negotiation Analysis

936 Words4 Pages

Negotiating is becoming, without any doubt, embedded in our daily lives. In business, negotiation plays a decisive role as it is absolutely critical to success and long-term growth. Goldman and Shapiro (2012) argue that the negotiation process strongly influences the ever-changing and fast-paced 21st century workplace (p. 6). The truth is that poor negotiation can seriously cripple your business, leading to a loss of key, profitable customers. In any business, negotiation plays a key role in sales because the latter involves interacting with customers, suppliers and employees within the company. This research aims to answer the following question: What is the role of negotiation in sales?
It has been suggested that, as we will see in the literature …show more content…

We will also analyze what previous research has been done on the effect of negotiation on sales performance and how negotiation influences sales relationships. Later in this paper, we will also explain the approach and methodology adopted for this research. Furthermore, the analysis section of this paper will examine the psychological strategies for mastering sales negotiation and how salespeople use strategic persuasion and influence tactics to sell their goods and services. In support of his arguments, the author conducted an interview with Mr. Nils Scheers, Sales Manager at Martin’s Brussels EU, who provided his insights and views on the role that negotiation plays in sales and powerful negotiation tips that have proved successful throughout his career in …show more content…

Simintiras and Thomas (1998) explain that salespeople are required to be better and more effective negotiators as they are beginning to interact with “individuals from unfamiliar cultures that exhibit different negotiation styles, behaviours and expectations about the normal process of negotiation” (p. 10). The effect that negotiation practices have on sales and the relationship between customers and suppliers is also attracting considerable interest. Atkin and Rinehart (2006) argue that the foundations of strong and close relationships between suppliers and customers are often built in the initial negotiation process (p. 49). They also believe that the negotiation process can serve “as an early predictor of success or failure in matters such as supplier or customer development” (p. 63). Atkin and Rinehart (2006) further insist that negotiation provides “an excellent vantage point for examining inter-organizational relationships” built between customers and suppliers (p. 49). Ganesan (1993) emphasizes that negotiation plays a crucial role in building sales relationships between suppliers and customers. Ganesan (1993) maintains that “each negotiation episode is one of a sequence of episodes that constitute the relationships

Open Document