Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 14

Susie Campbell, a salesperson for Proctor Gamble, is preparing for an important negotiation session with Kroger, a large, national food chain, regarding an upcoming promotional campaign. Her boss has strongly suggested that he attend the meeting with her. The problem is that her boss is not a good negotiator; he tends to get angry, is unorganized, and tries to resolve conflict by talking nonstop and thus wearing down the buyer team with fatigue. Her boss definitely has a win-lose negotiating philosophy. What should Susie do?