1. T343—Electronic Media Sales Negotiating

6. 10 Steps to Preparing for Negotiation Find a Link to this in my notes on Chapter 12 of the Courseload Textbook

9. Don’t let the desire to form a “partnership” result in your being blackmailed

11. “ Your goal should be to develop strong relationships with your customers so they trust you to bring them the best available deals at all times. Mutual trust keeps negotiating to a minimum and makes tacit coordination possible” pg. 221

16. “ One of your objectives in negotiations is to train the prospect/client to cooperate by demonstrating that both sides can win, to show them that negotiating fairly and in good faith can produce an outcome that is beneficial for both sides. However, it is very difficult to change a person’s negotiating style, so be prepared to be competitive if you have to.” p. 202