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 supplier is likely to respond with further concessions to maintain a long-term relationship
B.
In all forms of negotiation as each party is always trying to gain advantage over the other
C.
In a monopoly market as the supplier will respond by conceding quantity discounts
D.
When the issues concerned are non-negotiable, for example, health and safety commitments
An adversarial style is appropriate when issues are non-negotiable, such as health and safety commitments (D). In these scenarios, compliance is required without compromise, and a firm stance may be necessary. This aligns with CIPS guidance, where adversarial tactics are used in non-negotiable contexts to enforce strict standards.
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