Under a competitive negotiation orientation, the buyer views the negotiation as:

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Question restatement: Under a competitive negotiation orientation, the buyer views the negotiation as a:

Option 1: A zero-sum game
This is the correct choice because a competitive (often adversarial or distributive) negotiation stance treats the outcome as limited, where one party’s gain comes at the expense of the other. The focus is on claiming value rather than expanding it, and success is measured by securing concessions from the other side.

Option 2: A win–win collaboration
This option describes a cooperative, integrative approach where both sides seek to maximize joint value. It contrasts with a competitive orientation, which prioritizes individual gains over joint benefits, so this choice does not align with a competitive stance.

Option 3: A long-term partnership
 While a long-term view can influence strategy, a pure competitive orientation tends to emphasize immediate gains rather than ongoing partnership dynamics. Branding the negotiation as a long-term partnership overstates the cooperative aspect, making this option inconsistent with a strictly competitive view.

Option 4: A co-development relationship
A co-development relationship suggests collaboration and sharing risk or resources to create value together. This is characteristic of collaborative or joint-venture-leaning approaches, not a purely competitive, zero-sum mindset. Hence, it does not fit the stated orientation.

Summary of reasoning: The competitive orientation frames the negotiation as zero-sum, where the focus is on maximizing one side’s advantage. The remaining options describe more collaborative or relationship-building orientations that aim to expand value or sustain partnerships, which conflict with the core idea of a zero-sum view.

MGS3100W10 Assignment 3 - Requires Respondus LockDown Browser

Under a competitive negotiation orientation, the buyer views the negotiation as:

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MGS*3100*W10 Assignment 3 - Requires Respondus LockDown Browser

Under a competitive negotiation orientation, the buyer views the negotiation as:

查看解析

登录即可查看完整答案

类似问题

In your negotiations with an important customer, you realize that the two of you are focused on a single issue –price. What strategies could you employ to give this negotiation a more integrative focus?

Which situation is best suited for cooperative negotiation?

The two negotiation strategies discussed in the textbook are: distributive and integrative.

Which negotiation process uses an interests-based approach and aims for mutually beneficial outcomes?

Which statement below is WRONG regarding what you should do when you negotiate for a better job offer with the company you very much want to join (while you have offers from other companies as well)?

The two fundamental bargaining/negotiation strategies are:

A type of negotiation strategy in which both parties are able to achieve an outcome that is satisfying and useful.

Which of the following is a “don’t” of distributive negotiations?

更多留学生实用工具

希望你的学习变得更简单

MGS3100W10 Assignment 3 - Requires Respondus LockDown Browser