There Are Several Ways That an Existing Relationship Changes Negotiation

question 54

Multiple Choice

There are several ways that an existing relationship changes negotiation dynamics.Which one of the following is not one of those ways?

• A) Negotiating may never end.
• B) Relationship preservation is the overarching negotiation goal.
• C) Distributive issues can be emotionally hot.
• D) In many negotiations,the other person is the focal problem.
• E) Negotiating with relationships takes place immediately at the beginning.

---

Definitions:

Commoditization

The process by which goods or services become undifferentiated in the eyes of the consumer, leading to competition primarily on price rather than quality or brand.

Brand Salience

Refers to the degree to which a brand is thought about or noticed by consumers when making purchase decisions.

Top of Mind Awareness

The first brand or product that comes to mind when a consumer thinks about a specific category.