Page 297 - DMGT519_Conflict Management and Negotiation Skills

Unit 14: Closing the Deal and Post Negotiation Evaluation

According to Dr. Chester L. Karrass, to close, the parties must stop taking in further information Notes
and make a final decision. However, sometimes one party has to convince the other to get to that
point. It is important to have a positive attitude and to be reassuring.
Dr. Karrass shares the following techniques to get to closing.
 Make repeated requests for agreement along the lines “if not now, when?”
 Don’t talk too much as this may be seen as a sign of anxiety

 Request a reason for a lack of agreement
 Assure the other party that there is good reason to close
 Act as though you have reached an agreement and discuss the details such as delivery
times, etc.

 Make a physical actions: start signing a document or shake hands
 Emphasize any LOSSES that would occur if an agreement is not reached NOW
 Provide special inducements only available if you agree NOW
Here are some other tips and resources on how to close a deal:
 From 5 Tips for Closing a Sales Deal from Startup Nation: Create the threat of competition
 From The Art of Business: Use Personality to Close That Deal,

 “If you know a client well enough and can nail his or her behavioral type, you can
skew your presentations with the appropriate communication method.”
 Bnet’s ”How to Close the Deal —Perfectly” says you should know exactly what you want
the other party to do before you start.

Task Elucidate the following Statements:
1. In the face of uncertainty about what strategy the other side will adopt, each side’s
best choice is to compete.
2. Written deal serves three purposes

Self Assessment

State whether the following statements are true or false:
5. A failure to communicate is the core of any conflict that may respond to negotiations.
6. An “exit strategy” in an agreement template can derail a negotiation by assuming one or
the other party will not give up to their agreement.
7. Reducing an agreement to writing serves three purposes: makes sure the parties have
understood the agreement in the same way; makes sure the parties intend to abide by the
agreement; and provides the parties with a binding agreement.
8. Not responding to a demand of your opponent after the deal is presumably done, is never
appropriate.

9. One technique to address process issues during a stalemate is to focus attention on the
issue at hand and not refer to complaining over past actions.
10. Conflict spirals that eventually result in an agreement, result in a one-sided agreement.

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