Fred, a Purchasing Manager at a Department Store in the United

question 34

Multiple Choice

Fred, a purchasing manager at a department store in the United States, is engaged in negotiations with a Brazilian supplier. What behavior would indicate that Fred has been making progress in the negotiations with the Brazilians?

• A) decreased bargaining by the Brazilians
• B) the involvement of Brazilian executives of lower ranks to continue the discussions
• C) a noticeable decrease in instances of private conversations among the Brazilians
• D) questions by Brazilians that focus primarily on the more general areas of the deal
• E) a softening of attitudes and positions by the Brazilians on some of the issues

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