Mark expected that he was going to have to deal with a middle-aged man in a loud sport coat,and he was surprised when salesperson Melanie approached.He inferred that he would not have to be so tough negotiating with a woman of his own age.Almost immediately,Melanie laughed at his low-bid offer for a silver 1987 Camaro.In the sales interaction,they had quickly reached a tacit agreement about the way each would behave during the sale,a process called:
A) interaction dominance.
B) missionary selling.
C) pre-purchase search.
D) identity negotiation.

Question

Quizplus · Accepted Answer

Identity negotiation refers to the process where individuals in an interaction come to a mutual understanding of each other's roles and behaviors, as seen in the sales interaction between Mark and Melanie.

Mark Expected That He Was Going to Have to Deal