Phil, a purchasing manager at a departmental store in the United States, is engaged in negotiations with a Brazilian supplier. Which of the following signals would indicate that Phil has been making progress in the negotiations with the Brazilians?
A) Lowered bargaining by the Brazilians
B) Involving Brazilian executives of lower ranks to continue the discussions
C) A noticeable decrease in instances of private conversations among the Brazilians
D) Questions by Brazilians that focus primarily on the more general areas of the deal
E) A softening of attitudes and positions of the Brazilians on some of the issues

Question

Quizplus · Accepted Answer

A softening of attitudes and positions of the Brazilians on some of the issues would indicate that Phil has been making progress in the negotiations. 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 Purchasing Manager at a Departmental Store in the United