Which of the following statements is FALSE about negotiation teams?
A) Team leaders manage a negotiation session.
B) Because of the team members' different backgrounds,a team as a whole tends to be more creative than one individual can be.
C) Negotiation preparation includes deciding who will answer which types of questions.
D) In general,the seller's team should be larger than the buyer's team.
E) Salespeople rather than executives are often selected to serve as team leaders since they possess intimate knowledge of the buyers and their needs.

Question

Quizplus · Accepted Answer

The statement "In general, the seller's team should be larger than the buyer's team" is false. The size of the negotiation team for each party should be based on the complexity of the negotiation and the importance of the issues being negotiated, not on whether one is the buyer or seller.

Which of the Following Statements Is FALSE About Negotiation Teams