1. A supplier refuses to provide a ‘fixed price’ for a piece of equipment. They insist on an ‘ROM’ (Rough Order of Magnitude) price that will be finalised when the equipment has been manufactured. How would you plan this negotiation?
2. In a negotiation, each party knows that the other has some power to influence the outcome. What powers have?
a) Trade unions and employers in a pay negotiation?
b) An international airline buying aviation fuel?
c) A monopoly seller and a customer in a price negotiation?
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