Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?

Which of the following should be the final step of a negotiation process if both parties cannot reach an agreement?
A . Reflecting on performance
B . Tempting TOP to reopen the negotiation
C . Asking TOP for another concession
D . Celebrating publicly about the deal

View Answer

Answer: A

Explanation:

Reflecting on performance should become a natural final step in the negotiation process. ‘Celebrating publicly about the deal’: Public gloating, even in success or failure, if it gets back to the supplier via the press or social media, will likely damage the relationship ‘Tempting TOP to reopen the negotiation’: whether TOP agrees to reopen the negotiation, procurement should reflect on their achievement and what can be improved.

‘Asking TOP for another concession’: TOP can agree or rejectthis concession. Eventually, reflecting should be the final step. Procurement can learn a lot from reflection on performance.

LO 3, AC 3.4