If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Question

Quizplus · Accepted Answer

This statement is true. Negotiators must assess the importance of intangibles compared to tangible gains and determine the point at which they are willing to concede on an intangible in exchange for substantial tangible gains. Failure to do so can result in a deal that is not beneficial or equitable for either party.

If Intangibles Are a Key Point of the Bargaining Mix,negotiators