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Read these cases that represent the statements of buyers who are using win-lose tactics during a negotiation process. Define and justify each negotiation method used and propose in details how the seller may/1 .handle these cases Scenario 1/ A salesperson worked a deal for weeks and finally the prospect agreed that the solution was right for their business. The prospect verbally accepted a one-year contract and the paperwork was sent his way. While the salesperson was jumping for the joy of reporting a win, a last-minute phone call came in. The prospect, upon closer consideration, now needed an extra feature promised to him that we didn't have yet. Even though the salesperson discussed this missing feature with the prospect and the prospect agreed upfront it wasn't a show stopper, apparently things changed overnight "?Scenario 2/ A home seller is asking 450000$ for her house. The buyer say " I can give you 430000$ in cash and have the money to you in one week. Will you be willing to sell me your house at that price .'Scenario 3/ Buyer argues early in the meeting: 'You know, we're going to have to get anything we decide here today approved by our corporate management before we can sign any kind of a contract

Maide 15 J cases Read these cases that represent the statements of buyers who are using win lose tactics during a negotiation process Defice and justify each negotiation method used and propose in detalls how the seller ma Scenario / salesperson worked a deal for weeks and finally the prospect agreed that the solution was right for their business. The prospect verbally accepted a one-year contract and the paperwork was sent his way. While the salesperson was jumping for the joy of reporting a win, a last-minute phone cat came in The prospect upon closer consideration, now needed an extra feature promised to him that we didn't have yet. Even though the salesperson discussed this missing feature with the prospect and the prospect agreed upfront it wasn't a show stopper, apparently things change overnight 7Scenario 2/A home safer is asking 4500005 for her house. The buyer say "I can give you 4300005 in cash and have the money to you in one weak. Will you be willing to sell me your house at that price Scenario 3 Buyer argues early in the meeting You know, we're going to have to get anything we decide here today approved by our corporate management before we can sign any kind of a contract