Question

James is in the process of purchasing a new home. he is going back and forth with the sellers over the one issue of the selling price. neither james nor the sellers want to compromise. jim thinks the sellers are asking too much. the sellers think jim is not a serious buyer. jim and the sellers are engaging in _____________.

Answer 1

The correct answer is: Positional negotiation.

Step-by-step explanation:

Positional negotiation, also known as positional bargaining, is the act in which the two parties of the purchase, the buyer and the seller, keep their positions about what is the value of the good or service of interest. Neither one of the parties is willing to let their guard down since each one of them believes their positions is correct and that the other party is not.

Answer 2

The sellers and the buyer are engaging in a positional negotiation.

A positional bargaining is a strategy in negotiating which involves insisting a fixed price and not bending it to the other. Both negotiators will argue for what they want and not anything else (in this case: the price), without considering the motives of both parties.