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B QUESTION 15 points 1/Read the cases that represent the statements of buyers who are using win fose tactics during a negotiation process Defice and patty each negotiation method ustanove in details how the seller may handle these cases Scenario 1/A salesperson worked a deal for weeks and finally the prospect agreed that the solution was right for the business. The prospect verbally accepted a one-per tract 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 oser coron needed an extra feature promised to him that we didn't have yet. Even though the salesperson discussed this messing feature with the prospect and the prospect agreed upon wasn't a show stopper, apparently things changed overnight Scenario 21 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 wook. 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 For the toolbar, press ALT-F10 (PC) or ALT-EN-F10 (Mac) Y BIVS Paragraph Arial 10pt EEEE A I. X Save and Submit to save and submit. Click Save All Answers to save all answers. Save All Answers Save and Submit B QUESTION 15 points 1/Read the cases that represent the statements of buyers who are using win fose tactics during a negotiation process Defice and patty each negotiation method ustanove in details how the seller may handle these cases Scenario 1/A salesperson worked a deal for weeks and finally the prospect agreed that the solution was right for the business. The prospect verbally accepted a one-per tract 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 oser coron needed an extra feature promised to him that we didn't have yet. Even though the salesperson discussed this messing feature with the prospect and the prospect agreed upon wasn't a show stopper, apparently things changed overnight Scenario 21 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 wook. 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 For the toolbar, press ALT-F10 (PC) or ALT-EN-F10 (Mac) Y BIVS Paragraph Arial 10pt EEEE A I. X Save and Submit to save and submit. Click Save All Answers to save all answers. Save All Answers Save and Submit