Bargaining Mix and Negotiation Strategies

The concessions available in the negotiation

The objectives and tradeables within a negotiation

The pricing, payment terms, delivery schedules, or contract terms

The assortment of variables that can be exchanged (correct)

When both parties establish a long-term relationship

When both parties reach a mutually beneficial agreement

When one party makes trade-offs on some variables

When one party offers something of lesser cost but significant value to the other party (correct)

To establish a long-term relationship

To determine the key objectives and tradeables within a negotiation

To secure favorable terms

To inform the tactical bargaining stage of negotiations (correct)

<p>Formulating the negotiation strategy</p> Signup and view all the answers

<p>Determining needs and wants</p> Signup and view all the answers

<p>Key internal stakeholders</p> Signup and view all the answers