Stage 3. Build a solution
- Having gathered information the next stage is to begin to put together a solution
- Usually this will take the form of the selling side putting forward a proposal, or opening bid
- The opening bid should be ambitious, but defensible
- You should always challenge an opening bid and refuse to let an unacceptable bid on the table
- There will then be a process of bargaining and concessions will be traded and movement take place, until, hopefully, agreement is reached
- Concessions should not be given away for free and you should be wary about conceding on issues for which you are not prepared.
Figure 4.1 The stages of negotiarion
Читайте також: - Foregrounding of Word Building
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- Уривок коду 7.1. Гляньмо на BuildingCompany
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