Objective; The Student will know specific trade-offs and techniques that will assist during the negotiation process to obtain a mutually agreed upon commercial sale contract, and will have a clear understanding of the stages of negotiation, as well as ploys that may be used.
The Progression of the Agent's Role
Negotiation Techniques, by stage
Trade-Offs Common in Commercial Contract Negotiations
1. Table of Content
2. Negotiation Tips
3. Self Study Questions
4. Answer Sheet