points

$01$:$06$:$08$

This activity is important because the biggest mistake that negotiators make is failing to thoroughly prepare. For salespeople, doing extensive research on the negotiation partner and organization can pay off in larger deals that close more quickly and smoothly. Vince is a national account manager for Titan Tower Broadcasting in charge of negotiating advertising rates with several large clients in North America. He has heard Titan's Chief Sales Officer mention several things he should do when planning for formal negotiations, but he is writing out a plan as to how each of those can potentially help him and the company. It is important to understand the guidelines for planning for formal negotiations and how they can help everyone involved in the process.

Match each benefit to a specific guideline when preparing for formal negotiations.

$\backslash$table$[[\backslash$table$[[$Don$\text{'}$t give away$],[$too much$]],\backslash$table$[[$Build rapport and$],[$trust$]]],[$Develop the ZOPA

$\backslash$table$[[$Impress clients$],[$naturally$]],]]$

Formalizing Goals and Objectives

Clear minds

Setting an Agenda

Don't give away too much

Outline the meeting

Choosing a Location

Profiling Your