Which negotiation tactic is the supplier using?

In a negotiation, a supplier does not want to upset or offend the buyer, so concedes their own requirement in order to ensure harmony.

Which negotiation tactic is the supplier using?
A . competitive
B . collaborative
C . compromising
D . accommodating

View Answer

Answer: D

Explanation:

This is accommodating: the supplier puts the buyer’s interest above his own.

This is from the Thomas Killman model of conflict resolution. There are 5 strategies; competitive, collaborative, avoiding, accommodating and compromising. In the study guide it doesn’t mention the name of the model but you do need to know the 5 strategies. The model comes up a lot in other modules so is a good one to learn. Particularly L5M1 which is about management theory.