A typical collaborative and alliance negotiating technique is to focus on the people (negotiators)and not the problem (quality,price)in order to create a "warm and fuzzy" atmosphere where the supplier will give concessions away.

Question

Quizplus · Accepted Answer

This statement is incorrect. A collaborative and alliance negotiating technique focuses on finding solutions to the problem through open communication, transparency, and trust-building between both parties. While relationships and rapport-building are important aspects of collaboration, the main focus remains on finding a mutually beneficial solution to the problem at hand, rather than manipulating emotions to gain concessions.

A Typical Collaborative and Alliance Negotiating Technique Is to Focus