Evaluating saleman's success in negotiating for sale : A case study at EON'S Outlets in Kuching / Norazmah Bakar

The business climate has become progressively more competitive and it is already becoming obvious that those who will survive and prosper are those who know how to negotiate with confidence. Market conditions are changing quickly, there is seldom time for a second chance at a mishandled negotiation. In a negotiation, negotiator is driven by beliefs and feelings. The ideal outcome of negotiating is a win-win situation with both parties satisfied; therefore,negotiator must know about themselves and other to negotiate any solution. If one or both parties feel they got shortchanged, then it is a win-lose or lose-lose outcome. Thus this study has tried to evaluate the salesman success in negotiating for sales which focus on the EON car outlets in Kuching. The study also tried to identify the outcome from negotiating either it is a win-win or lose-lose process. Apart from that the study tried to gather information on the salesman usage of the fundamental elements to be successful in negotiating