Francois is about to meet Kevin a buyer he believes will react well to his attempts to build rapport by being prepared and, by keeping their discussions factual and business related.Based on this short narrative, what is Francois' understanding of Kevin's negotiation style?

Question

Quizplus · Accepted Answer

François' attempts to build rapport by being prepared and keeping the discussion factual suggest that he expects Kevin to be analytical in his negotiation style. Analytical negotiators tend to appreciate data-backed arguments and are less likely to react to emotional appeals.

Francois Is About to Meet Kevin a Buyer He Believes