Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers.

-Because Kelly is a tough negotiator,salespeople must be aware of how much flexibility they have in terms of price,specifications,and delivery schedules. Which of the following best helps a salesperson with determining the walk-away point when dealing with Kelly?

Question

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers.

-Because Kelly is a tough negotiator,salespeople must be aware of how much flexibility they have in terms of price,specifications,and delivery schedules. Which of the following best helps a salesperson with determining the walk-away point when dealing with Kelly?

Quizplus · Accepted Answer

ZOPA (Zone of Possible Agreement) is a negotiation term that refers to the range of options between the minimum point that a seller is willing to accept and the maximum point that a buyer is willing to pay. Understanding the ZOPA helps a salesperson determine their walk-away point when negotiating with a tough negotiator like Kelly Addison.

Kelly Addison Is a Designer Clothing Buyer for a Chain