INSTITUTO POLITECNCIO NACIONALESCUELA SUPERIOR DE COMERCIO Y ADMINISTRACION

UNIDAD SANTO TOMASINTERNATIONAL NEGOITIATION STRATEGIES

HOW TO PRESENT AN ARGUMENT IN A NEGOTIATION.

Argument is the reasoning used to prove or demonstrate a position either to convince another of all that is affirmed or denied.

The argument is to speak with accuracy, clarity , logic and convincingly about the advantages and benefits of our product or service. Be taken as trading assistant and as a system .

It presents solid arguments must always present arguments in support of our positions , interests and goals. Experience tells us that these should be few but solid . Why ? . Because when we use many arguments , not all have the same value , some will have more weight than others and this can take advantage of our interlocutor and refuting weaker arguments. This is why it is always advisable to have few arguments but solid .

Conditions : a. the negotiator and the plan type

                                   b . that anticipate possible objections

                                   c . prepare for likely questions that the client can do `

                                   d . adapt the language to the client

                                   e . Good handling of human relations

                                   f . that the benefits of the product do not overdo it , that is ethical

                                   g . should be based on quality, prestige , security and services.

The argument general should contain:

• Exclusive Features that make a better product than the other

                                  All kinds of benefits about the products .

                                  All kinds of guarantees about the product and company

                                  Aspects that are important to customers in general

                                  All kinds of good testimonies

• Any way to overcome common objections about the products

• Any way to get the largest share of the senses of customers

• The most logical order to present aspects of the product

R. N. 3, 27, 36

INSTITUTO POLITECNCIO NACIONALESCUELA SUPERIOR DE COMERCIO Y ADMINISTRACION

UNIDAD SANTO TOMASINTERNATIONAL NEGOITIATION STRATEGIES

The particular argument must contain :

Product features that meet customer trends so that will allow you to get your share and talk about quality and price.

Testimony of particular interest to the candidate.

New uses and applications of the product or service

Additional advantages such as : packaging , presentation, among others ...

Particular way of solving certain objections

Services particularly interested in the candidate.

GLOSSARY:

Argument. is the reasoning used to prove or demonstrate a position either to convince another of all that is affirmed or denied.

Persuasion. is something meant to get you to do or believe something. If you’re not sure you want to go somewhere, your friend might use persuasion to talk you into it.

Influence. is the power to have an important effect on someone or something. If someone influences someone else, they are changing a person or thing in an indirect but important way.

R. N. 3, 27, 36