The Cooperative Position B

When two people are mutually oriented, that is, both thinking alike or working on a task together, this position usually occurs. It is one of the most strategic positions for presenting a case and having it accepted. The trick is, however, for B to be able to take this position without A feeling as though his territory has been invaded. This is also a highly successful position to take when a third party is introduced into the negotiation by B, the sales person. Say, for example, that a sales person was having a second interview with a client and the sales person introduced a technical expert. The following strategy would be most suitable.

The technical expert is seated at position C opposite customer A. The sales person can sit either at position B2 (co-operative) or B1 (corner). This allows the sales person to be 'on the client's side' and to question the technician on behalf of the client. This position is often known as 'siding with the opposition'.

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