The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer’s greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?
A.
When the issues concerned are non-negotiable, for example, health and safety commitments
B.
In a monopoly market as the supplier will respond by conceding quantity discounts
C.
In all forms of negotiation as each party is always trying to gain advantage over the other
D.
When the supplier is likely to respond with further concessions to maintain a long-term relationship
[Reference: CIPS L4M5 Study Guide, Section 1.2 - Approaches to Negotiation, , , , , , ]
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