Câu 5: L4M5: Commercial Negotiation

During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should __________.

1. A. decline the offer and walk away from the negotiation
2. B. accept the offer of a 5% discount against the aftercare package — đáp án hiện tại
3. C. ask Jose to apply a 15% discount against the purchase price
4. D. ask Jose to apply the 5% discount against the purchase price