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Question
Fred, a purchasing manager at a department store in the United States, is engaged in negotiations with a Brazilian supplier. What behavior would indicate that Fred has been making progress in the negotiations with the Brazilians?
A) decreased bargaining by the Brazilians
B) the involvement of Brazilian executives of lower ranks to continue the discussions
C) a noticeable decrease in instances of private conversations among the Brazilians
D) questions by Brazilians that focus primarily on the more general areas of the deal
E) a softening of attitudes and positions by the Brazilians on some of the issues
Answer
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