What Are the Three Classic Types of Negotiation Strategies

question 74

Multiple Choice

What are the three classic types of negotiation strategies?

• A) supplier evaluation, supplier development, and supplier selection
• B) Theory X, Theory Y, and Theory Z
• C) many suppliers, few suppliers, and keiretsu
• D) cost-based price model, market-based price model, and competitive bidding
• E) traditional auctions, reverse auctions, and online exchanges

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Definitions:

Traceable Fixed Expense

Costs that can be directly linked to a specific segment or unit of a business, and do not change with the level of output.

Value-Based Pricing

Value-Based Pricing is a strategy where prices are set primarily on the perceived value to the customer rather than on the cost of the product or historical prices.

Differentiation Value

The unique attributes or benefits that make a product or service stand out from competitors in the eyes of customers.

Useful Life

The estimated period during which an asset is expected to be usable for its intended purpose.