$1/2$

Negotiation Weaknesses B Buyer Role

Identify and overcome personal negotiation weaknesses

It$$s crucial to be aware of and prepared for your personal negotiation shortcomings. For example, maybe you tend to get nervous and offer discounts prematurely $--$ or conversely, your unwillingness to compromise leads many potential buyers to walk away.

Players:

$$ The salesperson

$$ The prospect

Guidelines:

$1.$ Write down one personal area for improvement related to negotiating.

a$)$ Shyness

b$)$ Dislike confrontation

c$)$ Too accommodating $$ people pleaser

d$)$ Not good asking probing questions

e$)$ Bad planner

f$)$ Too emotional

g$)$ Too cold $/$hard

h$)$ Can$$t let a subject go

$2.$ Choose who will play the salesperson and who will play the prospect. $($You can play multiple times so each team member has a turn as the salesperson.$)$

$3.$ The person playing the salesperson focuses on overcoming, avoiding, or dealing with their specific weakness.

$4.$ After you come to an agreement or decide your needs are incompatible, debrief. The person playing the salesperson reviews their performance for their specific area of improvement. The person playing the prospect then gives their feedback.

$5.$ Switch roles. The salesperson becomes the prospect, and the prospect becomes the salesperson. Complete the exercise again with the new salesperson focusing on their personal weakness.

$2/2$

What the buyer knows

$$ project implementation budget is $$17,000,$ and anything beyond $$17,000$ would make the product not worth the price for the project.

$$ The purchasing manager wants the buyer to give the vendor the impression that they can develop the software in$-$house and try to net the software $$14,000.$

$$ The buyer needs the software to compete for a big project that will turn things around for the firm.

$$ There are other vendors, but this is the best software