Phil, a buyer for a chain of departmental stores in the U.S., and his team are engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil's team has been making progress in the negotiations with the Brazilians?
A) Lowered bargaining by the Brazilians.
B) Sending executives of lower rank to continue the discussions.
C) A noticeable decrease in instances of private conversations among the Brazilians.
D) Questions that focus on the more general areas of the deal.
E) A softening of attitudes and positions on some of the issues.

Question

Quizplus · Accepted Answer

Important signals of progress in business negotiations can be (1) higher-level foreigners being included in the discussions; (2) questions beginning to focus on specific areas of the deal; (3) a softening of attitudes and positions on some of the issues; (4) at the negotiation table, increased talk among themselves in their own language, which may often mean they are trying to decide something; and (5) increased bargaining and use of the lower-level, informal, and other channels of communication.

Phil, a Buyer for a Chain of Departmental Stores in the U.S