posted 2¾years ago by Illia
© Copyright: Rita Mulcahy, PMP Exam Prep, Rita's Course in a Book for Passing the PMP Exam, Fifth Edition, RMC Publications Inc. (2005), page 401, question 20
Procurement Management
You are in the middle of a complex negotiation when the other party says, "We need to finish in one hour because I have to catch my plane." That person is using which of the following negotiation strategies?
A. Good guy, bad guy
B. Delay
C. Deadline
D. Extreme demands
george (2¾years ago):
My suggestion is C
A: "Good guy/Bad guy" assumes that there is someone else in the negotiation, who offers much worse conditions. For example: "We need to finish now because otherwise my boss cancels everything"
B: "Delay" means that the bad guy is time, for example: "We need to finish now otherwise I will be here only in 3 months"
D: "Extreme demands" would look like: "We need to finish now or the price is twice higher tomorrow"
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