You wish to purchase an item at an antiques Charles @Saylor Foundat

Question 5 / 36: You wish to purchase an item at an antiques store. You see an item you would like to buy, but you do not want to pay more than $20. You offer $10, and the proprietor says he will sell the item for $30. You then offer $20, and the proprietor says he will sell the item for $25. You agree to purchase the item at $25. You have paid $5 more than you wanted, and the proprietor receives $5 less than he wanted. What type of bargaining is this?

A Positional

B Integrative

C Win-win

D Accommodating

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Explanation:

Please refer to subunit 3.1.1. In Beyond Intractability, Brad Spangler's article "Positional Bargaining" describes positional bargaining as a "negotiation strategy that involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests." Each side starts with extreme positions and "haggles" until a compromise is reached.

Quiz Home Page

https://www.jobilize.com/negotiations-conflict-management-mcq-quiz-by-charles-jumper

Negotiations & Conflict Management BUS210

Author:

Charles JumperProfessor

Saylor Foundation

USA

Access: Public Instant Grading

Attribution: Charles Jumper. Negotiations & Conflict Management (The Saylor Academy 2014), http://www.saylor.org/courses/bus403/

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