Strategies and Techniques in Business Negotiating and Selling: Case Studies
This paper is the result of my research into the applications of useful strategies and techniques in real business situations. I analyzed the way in which various aspects of particular techniques have been adapted to meet the needs and representations (map) of the world of different categories of business people, salespeople, negotiators, or customers. In applying the techniques to elicit performance in customer service communication, I observed both verbal and non-verbal elements of successful business communicators in a specific context. In this respect, I interviewed two groups of banking specialists, and the results were extremely valuable both from the business perspective and the linguistic one. The project was undertaken in the summer of 2009 when I participated in many business encounters and recorded the strategies, values, language and interactive skills in developing rapport with the target clients in conversation. The capability to communicate, understand / identify the clients' needs and offer consultancy was rendered by certain combinations of strategies, language patterns, values, beliefs and physiology. In this paper, I shall describe two of the situations that I consider to be relevant, i.e. the negotiating and selling of a banking service, on the one hand, and the defusing technique, on the other hand, as well as their linguistic approach.
Volume (Year): X (2010)
Issue (Month): 1 (May)
|Contact details of provider:|| Web page: http://www.univ-ovidius.ro/facultatea-de-stiinte-economice|
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:ovi:oviste:v:10:y:2010:i:1:p:198-202. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Jeflea Victor)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.