The leader of the selling team says to the members of the buying team,"Who are you trying to kid? You need my company's filtration systems to maintain your product quality.You're going to have to pay an extra $20 per system and just cut costs somewhere else." Another member of the selling team responds by saying,"Now wait a minute.These are our friends you're talking to.How about we only charge $10 extra per system and split the shipping charges with you? Doesn't that sound fair?" Which method of win-lose negotiation is this scenario most likely to exemplify?

Question

Quizplus · Accepted Answer

The scenario exemplifies the "good guy-bad guy routine," where one negotiator takes a tough stance while another appears more reasonable to make the offer seem fairer.

The Leader of the Selling Team Says to the Members