Question

Lena is a salesperson. As part of negotiation with her prospect during the sales process, Lena finds out what other competitors' products or services the prospect is considering. Thus, she gains insight into what the prospect is looking for and willing to pay. In this scenario, Lena is most likely in the _____ phase of negotiation.

Answer 1

Lena is most likely in the Investigative phase of negotiation.

In business, negotiation refers to the strategic discussion that takes place between the potential buyer and sellers who are trying to reach an agreement which favors both party.

The phase of Negotiation includes;

• The investigation phase is the phase whereby both party are deciding the best price for themselves.
• The phase of determining the Best Alternative to a Negotiated Agreement (BANA)
• The presentation phase
• The bargaining phase is the phase of stating price from both party
• The closure phase.is the phase where conclusion have been reached.

Therefore, in this case, Lena is most likely in the Investigative phase of negotiation.

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