James is in the process of purchasing a new home. He is going back and forth with the sellers over the one issue of the selling price. Neither James nor the sellers want to compromise. Jim thinks the sellers are asking too much. The sellers think Jim is not a serious buyer. Jim and the sellers are engaging in ________.
A) closed auction negotiation
B) interest-based negotiation
C) positional negotiation
D) arbitrated negotiation

Question

Quizplus · Accepted Answer

Jim and the sellers are engaging in positional negotiation, where each party is taking a fixed position and unwilling to make concessions. This type of negotiation often leads to a stalemate and can be detrimental to reaching a mutually beneficial agreement.

James Is in the Process of Purchasing a New Home