Getting to Yes:
The art of negotiation

Lecture and Agenda for today's class:

1. Announcements and Housekeeping
2. Team Updates (no more than 15 minutes)
3. Review what we've done so far.
4. Review chapter 4 of negotiation and lecture from Monday.
5. Role Plays
6. Close

Study tips for this chapter:

• Understand and know the selling tips on the top of page 102 in the Futrell text.
• What are the four major nonverbal communication channels?
• Understand and know how to apply the concept of space (we will do some role plays today to elucidate these concepts. You might want to bring your text book and refer to pages 104 - 106 for more details).
• Know and understand the acceptance signals.  Know the caution signals... these signmals mean that the buyer is either neutral or unwilling to accept what you have to say.
• Know the disagreement signals.  What are they and what should you do in cases like this.  Page 111 in the Futrell text tells you exactly  how to handle these signals.
• Know the summary on page 111.  This is my teaching objective.  The major point of all of the information we've talked about (personality types and nonverbal communication) is so that you can interpret clients correctly and be ready and willing to change your selling strategy and presentation.
• Know the barriers to communication.
• The major reasons salespeople do not reach favorable negotiations is due to: differences in perceptions, needs, too much selling pressure by the salesperson, ifnormation overload, a disorganized presentation, and poor listening skills.
• Know how probing helps guide the presentation.  And learn the acrostic "KISS." 
• Know the types of listening (pps. 116 - 120)

When we do the role plays, I would like to see that you apply these concepts and when we discuss them, that you are referring to the text book to find and discover concepts that were not illustrated or how the situation might have played out differently had they used a particular concept discussed in lecture or in the text.