When might a buyer decide to use a distributive approach to a negotiation with a supplier?

When might a buyer decide to use a distributive approach to a negotiation with a supplier?
A . When they are dependent on that supplier in the future
B . When there are various suppliers in the market producing a similar product
C . When procuring an item that is not strategic to the organisation
D . When a working relationship is important in the future

View Answer

Answer: B

Explanation:

A distributive approach is appropriate when multiple suppliers offer similar products, as this competitive environment allows the buyer to focus on maximizing their position rather than building long-term partnerships. CIPS suggests that a distributive or competitive approach is best used in non-critical purchases or when supplier dependency is low, as is the case here.