Closing the deal Explain briefly and provide one example for

Closing the deal, Explain briefly and provide one example for each of the following:

1.Provide alternatives (2 or 3 packages)

2.Assume the close

3.Split the difference

4.Exploding offers

5.Deal sweeteners

Solution

This process is used in distributive negotiation process. Disruptive negotiation is a kind of win-lose deal, where only one party would be benefitted from the process. Following steps would be used for closing the deal:

Provide alternatives (2 or 3 packages)- Here one party needs to provide 2 or 3 good alternatives to the other party.

Assume the close- The first party should start the paperwork for the deal

Split the difference- It should be assumed that both sides are started with fair initial offers.

Exploding offers- Specific time period should be provided by the first party, so that the other party does not get time to find new alternative.

Deal sweeteners- Added services should be provided to the second party as a deal sweetener. For example, bonuses or upgrades for a car.