a) Differentiate between e-negotiation and face to face negotiation.

b) During a negotiation meeting the supplier offers a price and payment terms that are on offer today only and the buyer can take or leave this deal. The buyer explains that more discussion is required because the price is above the buyers budget and the payment terms are shorter than the buying organizations standard terms. The supplier listens selectively and then repeat his ultimatum. The buyer does not want an impasse to end the meeting

i. Using the scene outlined above, construct THREE (3) different types of question that the buyer can use to counter the suppliers demand. Justify the effectiveness of questions identify.

ii. Explain how effective listening skills could improve the suppliers negotiation process.