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Sample answer:
If the negotiator has previous experience with a client, he will be able to predict the
client’s reactions better. He will be able to read the atmosphere better. While bargain-
ing, he would know when to push for more and when to yield.

3. What would happen if the key terms had not been clearly defined before a
negotiation?
Sample answer:
If the negotiator does not have clearly defined terms, then he will be at a disadvan-
tage during the negotiations. With no clearly defined boundaries, he would not know
where to draw the line and he could be railroaded by the other party into arrange-
ments unfavorable to his company.

1. After some time, it becomes apparent that you won’t be able to make a deal
with your prospective supplier. How will you handle this situation and ex-
plain that your key terms have not been met?

Sample answer:
I have been listening to your proposal and I can understand where you are coming
from. I know that with the increasing cost of raw materials, the price of supplies would
also rise. Moreover, I don’t think that we will be able to cope with your demands. Un-
fortunately, it seems that we cannot rely on your company because you cannot sup-
ply what we need. If you can present another proposal suited for our needs, I will be
willing to look at it once more. Moving forward, I would suggest for you to coordinate
with our Procurement manager. He can give you ideas on our demands. Thank you
very much for your time.

2. You’re company is negotiating a deal with a prospective buyer. As a good
negotiator, what tactics will you employ to convince him to patronize your
product?

Sample answer:
I would establish our company’s reputation as a trustworthy and respected corpora-
tion, starting with promoting the product by giving a general description of its ad-
vantages. I will make sure to emphasize features, which make the product unique and
better than other products of the same range. Then, I will mention other businesses
or establishments that have patronized our product. This would add to the product’s
credibility. I will make sure to impress upon the prospective buyer that I believe in the
product.

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