What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?

What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?
A . Deadlocked
B . Lose lose
C . Win lose
D . Win win

View Answer

Answer: C

Explanation:

An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships. The outcome when two organisations with adversarial negotiate is most likely to be win-lose.

Reference:

Adversarial purchasing – Wikipedia

CIPS study guide page 32-35