At the end of "Draw the Line in Price Negotiations," Mike Bosworth summarizes with three lessons in negotiations:
Lesson 1: Protect Your Price
Lesson 2: Don’t Give Without Getting
Lesson 3: the Seller Has to Draw the Line First
Post your ideas and let’s discuss the following: (Briefly)
A.) Do you agree with Bosworth on ALL three of his lessons? Does one lesson seem more important than the others? Do they all seem realistic to you?
B.) As a sales Manager, how would you teach these lessons to your sales force? What impact are they likely to have on salesperson relationships with prospects, salesperson performance evaluations, quotas and other aspects of sales management that we have learned?
Sample Solution