Negotiation is a noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.
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Q15: The bargaining zone represents the heart of
Q16: All negotiation settlements must ultimately be judged
Q17: For the effective negotiator, it is acceptable
Q18: According to Karrass, research indicates that e-mail-based
Q19: All buyer-supplier negotiations are relatively straightforward, only
Q21: Negotiation is a relatively simple process and
Q22: Referent power is most successful in negotiation
Q23: Use of electronic media such as e-mail,
Q24: Knowledgeable negotiators do not need to understand
Q25: In win-win negotiation, if one party gains,
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