Face-to-face negotiation is best when all of the following conditions apply except when _____.
A)the item is new or technically complex, with only vague specifications
B)the purchase requires agreement about a wide range of performance factors
C)the firm does not have a preferred supplier
D)the buyer requires the supplier to participate in the development effort
E)the supplier cannot determine risks and costs without additional input from the buyer

Question

Quizplus · Accepted Answer

Face-to-face negotiation is particularly effective when the item is new or complex (A), when there are many performance factors to agree upon (B), when the supplier's participation in development is required (D), and when the supplier needs more information to assess risks and costs (E). However, not having a preferred supplier (C) does not specifically necessitate face-to-face negotiation; other methods could also be effective in such a scenario.

Face-To-Face Negotiation Is Best When All of the Following Conditions