An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?

An adversarial style of negotiation is appropriate where the buyer has greater bargaining power over the supplier. In what other situations may the buyer adopt this style of negotiation?
A . When the supplier is a monopolist and some advantages need to be gained from the agreement
B . In a market that is full of alternative sources and substitute products
C . Where there is a single sourcing strategy to eliminate the competing suppliers and retain only one
D . In a market where the buyers are competing for fewer supply sources

View Answer

Answer: B

Explanation:

An adversarial negotiation style is more suitable in a market with many alternative sources and substitutes (B). When there are multiple suppliers, buyers have the upper hand and can adopt a competitive stance without risking supply continuity. This aligns with CIPS guidance on the use of adversarial styles in competitive markets with numerous alternatives.