Question

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers. Using a price-cost comparison on Kelly is unlikely to be effective because:_______

Answer 1

Full question:

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers.

-When Kelly sees value in a product but does not want to pay the offered price, she often offers to split the difference between what she wants to pay and what the seller wants. Which of the following would be most likely to stall the negotiations with Kelly?

A)accepting the offer to split the difference

B)making another pricing counteroffer

C)offering better delivery and payment terms if she matches the asked price

D)standing firm on price but offering a discount for the second order

Answer:

B) making another pricing counteroffer

Explanation:

We are told that Kelly Addison is an expert negotiator and has received several negotiation certification programs. She also has a policy in which whenever she sees value in a product but does not want to pay the offered price, she splits the difference between what she wants to pay and what the seller wants.

Thus, making another pricing counteroffer may stall the negotiations with Kelly.