A procurement manager is about to lead an important negotiation with a new IT supplier and has insisted the first meeting takes place at the buying organisation’s office. Will this give one party an advantage?
A.
Yes—the buyer, as the supplier is unfamiliar with the premises and may be less confident
B.
No—location is not important and does not impact leverage for either party
C.
Yes—the supplier, as they can take time away from their usual workplace
D.
No—the costs, time, and resource spent in attending by both parties will be equal
Contextual (environmental) power includes home-ground advantage, control of the venue, access to colleagues and data, and comfort with logistics—all of which can tilt confidence and leverage toward the host (the buyer).
[Reference: CIPS L4M5 (2nd ed.), LO 3.1 – Sources of power in negotiation (context/venue, informational, organisational, personal)., ===========, ]
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