tly, an appropriate time when salespeople and buyers are in the best of mood and right frame of mind must be chosen. This is because if either of them is not thinking rationally and emotions run high, it will be difficult to hold a negotiation that ends up with a successful resolution (Chambers, 1998). Weitz et. al, 1998 mentioned that experienced negotiators find the middle of the workweek best for negotiations and prefer morning to afternoon or evening as people are more focused on their jobs rather than after hours and weekend activities. For instance, when I was first negotiating with my house agent, Charoen, before renting my current house, she said she prefers to negotiate the terms in the morning because my housemates and I asked if we can do it in the afternoon because neither of us are early risers. The second step is defining needs. They should identify what are the buyers needs by listening to them and encouraging them to share with each other. This is critical because it steers the direction of the negotiation. By knowing what they want to achieve and expect at the end of the negotiation, they can work towards negotiating a winning resolution. Also, negotiators must identify the root of the problem/cause. It is because according to Chambers (1998), successful conflict resolution is impossible without first establishing a clear understanding of the problem. During negotiation, Charoen asked us what we wanted in the house and what was our budget for the entire house. She was thus defining our needs. Brainstorming solution is the third step where all the viable solutions and alternatives are presented and only then the solutions can be evaluated. Both parties can voice out their opinions about the proposed solutions and discuss which is the best answer for them. Choosing the solution(s), which both parties can be committed, should be the fifth step and finally, at the end of the negotiation process, salespeople and buyers can t...
