Part one of term paper
How to Make More Successful Deals In this book the author uses the salesperson relationship of the buyer and seller to discuss negotiation. The author identifies the sources of power that a seller has when negotiating, and the tactics used by buyers to get what they want. Recognizing these key points allows sellers to become more effective ...

Part two of term paper
... source of power is that which your competition gives you. It is important to recognize that competition can work for you and that buyers do have limits. Buyers will not consider using a competitor because of a product not being reliable, of a dislike for the organization, or of the price of the product. A second power that a seller has is the power of commitment. You will have power in the negotiation process if you are committed to what you are selling and use the commitment of others. The com ...