chp 11 #9 What would you say to a friend to gain his or her commitment to go on a spring break trip? Describe exactly what you would say to your friend using each of the following methods (make any assumptions necessary): a. Alternative choice. b. Direct request. c. Benefit summary. d. Balance sheet. e. Probing. chp12 #4 In “Sales Technology 12.1” you read about ExpertNegotiator software. Get on the Web and locate one other negotiation software tool. Then compare the two types of softwar

Chp 11

Choice

Would you like to go on a spring break trip with me? If they say no, then I would give them an option on doing another activity. Also, I would ask them what they would like to do instead of the trip if it elicits a commitment.

Direct request.

I would phrase the question as a request. For example, “You should join me for a spring break trip with me. Can I count you in?”. The logic behind this technique is that it elicits an unswerving commitment and signifies confidence of the proposal you have in mind.

Benefit summary.

I would mention that I’m going for a spring break trip and how much fun it’s going to be. I would also list all the benefits or activities we would engage in that would interest them. I would also point out that they would be missing out on.

Balance sheet.

The balance sheet technique is a summary of all the pros and cons of the commitment. I would present a list of all the fun activities and fun we will have during the trip. Similarly, I would also mention what it would cost my friend to go on the trip.

Probing.

This technique is more of an inquiry. I would ask the friend if they would like to come with me on a spring break trip. If they showed signs of disinterest or indecisiveness, then I would ask them what it would take for them to come along for the journey.

Chp 12

ExpertNegotiator software Versus Synergist Negotiation Tool

Expert Negotiator negotiation software has come a long way from aiding in agreement preparation and similarly structuring and organizing the negotiation process. However, Synergy does more than ExpertNegotiator. Synergy has the capability of streamlining higher volumes of information, and consequently, non-lawyers are better able to maneuver the complexities of contracts, terms, and offers.

Reference

McDonnell, P., & McNiff, J. (2016). Action research for professional selling. Routledge.