Matching
-Review methods of negotiating buyer concerns
A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic
Correct Answer:
Verified
Q1: Matching
-Make early concessions to improve the relationship
A)
Q2: Matching
-Withdrawing from the negotiation with a transactional
Q3: Matching
-Using a feel-felt-found strategy
A) inappropriate during the
Q5: Matching
-Developing a negotiation worksheet
A) inappropriate during the
Q6: Matching
-Dealing with a concern raised by the
Q7: Matching
-Using the words, "Yes, I agree that..."
Q8: Matching
-Using the direct denial method during highly
Q9: Matching
-Finding some point of agreement
A) inappropriate during
Q10: Matching
-A negotiating technique of offering an alternative
Q11: Matching
-The Pareto Law
A) inappropriate during the presentation
B)
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