Keeping a Client in the Discussion Chapter

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White. (Dearden, 2004, pp. 54 -- 91)

What technique can you peruse to move Mrs. White past her apparent problem with your engagement?

The best way to move Mrs. White past these issues is through: the use of probing and active listening. Probing is when you are asking questions about why Mrs. White is acting the way she has. Active listening is when you are paying attention to her views from a non-judgmental standpoint. These different elements are important, because they help Mrs. White to feel as if her problems are being addressed (which moves her past these issues). (Dearden, 2004, pp. 54 -- 91)

How can you avoid the psychological trap of agreement guaranteed to just to keep the client?

The most effective strategy for avoiding agreement guaranteed trap is to set parameters before the negotiation as to what you are willing to accept. This will help you to objectively determine what points you are: most flexible on and how much room you have in accommodating the other party.

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The way that you can avoid these kinds of situations is by: preventing yourself from doing anything to win the contract (even if it means taking a loss financially). (Dearden, 2004, pp. 54 -- 91)

What techniques can you use during this impromptu negotiation to build a relationship with Mrs. White?

The best technique would be to listen to what Mrs. White has to say and then address these concerns head on. You wound then ask her if she understands your points and if there any other worries. This will help you to know what issues are most important to Mrs. White and you are improving your relationship with her. Once this occurs, the odds increase that there will be some kind of successful outcome to negotiations that have taken place. (Dearden, 2004, pp. 54 -- 91).....

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