ion set out exactly what is to be communicated and aims of the parties involved to both parties and direct the negotiation in the preferred direction (Bazzett, 1999). This is considered to be one of the most important steps in the negotiation process. Salespeople should also draw together all the relevant information to the particular matter so that there is a clearer picture of the negotiation. Negotiation planning involves several other factors. Salespeople must identify the desired outcomes and place priority on them. Needs of both parties need to be identified so that there is clear direction to where the negotiation leads to. The second step is to discuss with the buyers regarding the issue at hand without actually going into negotiation mode. Salespeople and buyers should talk about the main issues that are to be negotiated. This aims to establish trust and confidence. This is where friendly conversations to break the ice are a good idea. At the third stage, salespeople and buyers must define the issues involve and stipulate in detail which are the issues that need to be resolved urgently. Negotiating the issue can be started by asking them what they want to achieve and get the competing factions on the same side of the table as well as focussing on a common set of objectives which will help to resolve the conflict (Slyke, 1999). Also, during the negotiation process, generating as many alternatives as possible to the conflict gives both parties leeway to come to a solution. Finally, in conclusion to the negotiation, both parties should ensure that an agreement has been reached and are committed to the agreement and solution. Other than the five-step approach, salespeople should also consider the six steps to problem solving so as to negotiate a successful resolution to this conflict during the negotiation process. 1.Select best time2.Define needs3.Brainstorm solutions4.Evaluate solutions5.Choose solutions6.Implement solutionsFirs...
