Negotiation ____ refers to the overall approach used to reach a mutually beneficial agreement with a supplier that holds different points of view from the buyer.
A) tactics
B) positioning
C) strategy
D) boulwarism
E) None of these choices.

Question

Quizplus · Accepted Answer

Negotiation strategy refers to the specific plan or approach used by the buyer to reach a mutually beneficial agreement with the supplier. Tactics, on the other hand, refer to the specific techniques used to influence the other party during the negotiation process, while positioning is about creating a favorable perception of oneself or the company in the eyes of the supplier. Boulwarism is a specific type of negotiation strategy characterized by making a take-it-or-leave-it offer to the supplier.

Negotiation ____ Refers to the Overall Approach Used to Reach