When Betty asked a sales representative to provide free shipping and a 40 percent reduction in price, the sales representative was stunned. Betty's partner then informed the representative that free shipping and a 10 percent reduction in price would be more reasonable. What negotiating strategy were Betty and her partner using?
What will be an ideal response?
Betty and her partner are using the good guy-bad guy technique.
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A. fitness B. knowledge C. competency D. culture
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