If a Purchase Is a New Buy for a Manufacturer

question 68

Multiple Choice

If a purchase is a new buy for a manufacturer, the seller should expect

• A) specifications to be changed many times before the buy is completed.
• B) a lot of conflict.
• C) many people to be involved in the purchase decision.
• D) to have to do some favors for the decision makers.
• E) to receive confirmation of a contract quickly.

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Definitions:

Resistance Point

The resistance point is the threshold in negotiations beyond which a party will not go; it represents the worst acceptable outcome.

Opening Bid

The initial proposal or offer made by one party to another at the beginning of a negotiation process.

Types of Goals

Various categories or classifications of objectives that individuals or organizations strive to achieve.

Ideal Negotiation Process

An optimal sequence of discussion and adjustment among parties seeking to reach a universally satisfactory agreement.