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What the Four Negotiation Strategies Are — Part #1
The One Minute Negotiator — Simple Steps to Reach Better Agreements
Do you have “negotiaphobia” — the dreaded fear of negotiating? Here’s your cure
“No two negotiations are alike.”
“Negotiaphobia”
Jay Baxter was excited. He and his wife, Laura, had won a trip on a luxury yacht docked in Miami as part of the Top Producers Award Trip sponsored by his company, XL Information Solutions. They were pleased to leave below-freezing temperatures in Cleveland for the sunny bliss of Miami. Additionally, Jay was proud to be the top-quota producer among the 17 salespeople on the cruise. He hoped (and expected) that the company would select him as “Salesperson of the Year.” Jay also thought that the firm would give him his dream job as the new regional sales manager for the Upper Midwest. However, the trip would not be all fun. Along with the other salespeople, Jay had to attend a multiday workshop on negotiating taught by Dr. Pat, a negotiations expert. The workshop was called “Treating Your Negotiaphobia.”
Jay ran into his friend Eduardo Carlos, another XL sales rep. Eduardo told Jay that the latest gossip held that another salesperson, Cathy Simmons, was going to win the top sales award and be appointed…
