Purge Purifying Systems,which manufactures filtration systems for industries,has entered into a U.S.$50 million deal with Fabon Fabrics Inc.During a negotiating session,Alex,a member of the sales team reacted,"Who are you trying to kid? You need our company's filtration systems to maintain your product quality.You have to pay an extra $20 per system and just cut costs somewhere else." Monroe,the team leader of the sales team interrupted him and said,"Now wait a minute.These are our friends you are talking to.How about we only charge $10 extra per system and split the shipping charges with you? Does that not sound fair?" Identify the win-lose strategy adopted by the sales team of Purge Purifying Systems.

Question

Quizplus · Accepted Answer

The sales team of Purge Purifying Systems is using the good guy-bad guy routine strategy. This is evident from Alex's aggressive and confrontational approach, followed by Monroe's attempt to appear friendly and accommodating. This strategy involves one negotiator playing the role of the "bad guy" to establish a tough position, followed by another negotiator playing the role of the "good guy" to make concessions and find common ground.

Purge Purifying Systems,which Manufactures Filtration Systems for Industries,has Entered into a U.S.$50