NEGOTIATION TECHNIQUES

Q1. Describe the following by a scenario, showing seller’s view and buyer’s view:
a. Initial offer/asking price
b. Target points
c. Resistance points
d. Walk-away points
e. Conditions for making a deal or not making a deal
You need to take a scenario or example different from the one given in the textbook. (40)
Q2. Describe guidelines for making concessions with examples during a negotiation process. (10)