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A supplier of software critical to PQR Inc.'s scheduling system plans to discontinue supporting the version PQR uses in order to concentrate its resources on a newer version. The current software works well for PQR, and upgrading It would be costly for them in both money and time. The supply manager for PQR assembles a negotiating team with representatives from user departments to discuss the situation with the supplier and try to reach a mutually satisfactory agreement. Soon after the start of negotiations, the supplier states that 90 days is the longest they can guarantee support for the current software. PQR's production manager responds by saying, "Fine, we will take any extension at this point." But PQR's IT director shouts, "We can't do that! It will take at least six months to replace the software, even if we could afford to do so." Given this situation, which of the following is the BEST course of action for the supply manager to take?
Correct Answer: C
* Context: Negotiation with a supplier on extending support for critical software, team members express conflicting views. * Issue: Disruption caused by differing views of team members during negotiations. * Action: Calling a recess helps to address internal conflicts without showing disunity to the supplier. * Team Strategy: Reaffirming agreed-upon roles and a unified approach is essential to maintain a strong negotiating position. * Internal Alignment: Ensures all team members are on the same page and can present a cohesive front. * Conclusion: This approach minimizes confusion, reinforces team strategy, and maintains a professional negotiation stance. References * Negotiation strategies in supply management by CIPS. * Team Dynamics and Conflict Resolution in Negotiations by Harvard Business Review.