In preparation for a negotiation,the negotiator must research a variety of issues.Which is not one of the issues presented in the textbook?
A) Possess a technical understanding of the item or service
B) Analyze the relative bargaining positions of both parties
C) Have conducted a price or cost analysis
D) Have alternatives ready to threaten the supplier
E) Be aware of cultural nuances

Question

Quizplus · Accepted Answer

The textbook does not suggest that a negotiator should have alternatives ready to threaten the supplier. The focus is on understanding the item or service, analyzing bargaining positions, conducting a price or cost analysis, and being aware of cultural nuances. Threats should not be the go-to strategy in negotiation, as it can harm the relationship between the two parties. Instead, negotiators should focus on finding mutually beneficial solutions.

In Preparation for a Negotiation,the Negotiator Must Research a Variety