In what other circumstances should an adversarial relationship be used?

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

View Answer

Answer: D

Explanation:

This question is a duplicate of Question 17. The answer remains the same: When the issues concerned are non-negotiable, such as health and safety commitments (D). Non-negotiable issues require an assertive approach to ensure adherence to essential standards, as highlighted in CIPS’s framework for negotiation styles.