MGMT1135 Study Guide - Final Guide: Credit Manager
Document Summary
Negotiation can be defined as a process that occurs when two or more parties decide how to allocate scarce resources. An example of distributive bargaining is buying a car. You go out to see the car. It is great and you want it. The owner tells you the asking price. You do not want to pay that much. The two of you then negotiate over the price. The most identifying feature of distributive bargaining is that it operates under zero-sum conditions. A sales representative for a sportswear manufacturer has just closed a. 000 order from a small clothing retailer. The sales rep calls in the order to her firm"s credit department. She is told that the firm can"t approve credit to this customer because of a past slow-payment record. The next day the sales rep and the firm"s credit manager meet to discuss the problem. The sales rep doesn"t want to lose the business.
