Suppliers Are Powerful When

question 27

Multiple Choice

Suppliers are powerful when:

• A)satisfactory substitutes are available
• B)they sell a commodity product
• C)they have credible threat of forward integration
• D)they are in a highly fragmented industry

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Definitions:

Negative Bargaining Range

A situation in negotiations where there is no overlap in the acceptable terms between parties, making it difficult to reach an agreement.

Concession Making

The act of yielding or conceding points in a negotiation to reach an agreement.

Original Offer

The initial proposal or bid made by one party in a negotiation.

Opening Stance

The initial position or attitude one adopts at the beginning of a negotiation or debate, often setting the tone for discussions and indicating preliminary expectations or demands.