Final answer:
Neglecting to document discussions prior to and during negotiations decreases a negotiating team's leverage because it fails to provide a clear record that can be referenced to hold parties accountable and helps prevent misunderstandings.
Step-by-step explanation:
The question asks which of the listed actions decreases a negotiating team's leverage. In the context provided, decreasing leverage likely means weakening the team's position or ability to influence the outcomes of the negotiations. The correct answer is not explicitly provided in the reference information, but we can deduce from general negotiation principles that a. neglecting to document discussions prior to and during negotiations decreases a team's leverage. Documenting discussions is crucial as it provides a record of what has been agreed upon and can be used to hold parties accountable, providing a basis for further negotiations and preventing miscommunication.
Alternatively, b. having a willingness to walk away from negotiations typically increases a team's leverage by demonstrating they have other options and are not desperate to close the deal. c. maintaining friendly relationships with the prospective vendor and d. alluding to the vendor's ranking can also be strategic practices that might increase leverage, as they can create a more amicable negotiation environment and put subtle pressure on the vendor.