Which situation is best suited for cooperative negotiation?

Question

BlackTom AI · Accepted Answer

Consider the nature of cooperative negotiation and how it differs from purely transactional interactions.
Option 1: Long-term strategic partnership. This scenario naturally invites collaboration, shared goals, and joint problem-solving to create value over time. It aligns incentives, builds trust, and encourages information sharing, all of which are hallmark features of cooperative negotiation.
Option 2: When buyer wants to shift all risks to supplier. This is fundamentally adversarial and risk-transfer focused rather than collaborative. It prioritizes bargaining power and avoidance of mutual responsibility, which undermines cooperative negotiation.
Option 3: Product with many low-cost substitutes. In markets with readily substitutable goods, buyers and sellers tend to compete on price and terms in a more arms-length, transactional manner, reducing the appeal of a cooperative approach.
Option 4: Short-term, one-time purchase. One-off transactions minimize the benefits of building ongoing collaboration and joint value creation, making cooperative negotiation less advantageous compared to longer-running relationships.
By weighing the longevity of the relationship, the potential for joint value creation, and the incentive alignment across parties, option 1 emerges as the arrangement most conducive to cooperative negotiation.

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Which situation is best suited for cooperative negotiation?

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MGS*3100*W05 25 Fall OM Exam 3 - Requires Respondus LockDown Browser

Which situation is best suited for cooperative negotiation?

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?

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

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

MGS3100W05 25 Fall OM Exam 3 - Requires Respondus LockDown Browser