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You are leading a negotiation team in a negotiation with ABC, a sole source supplier of a critical part. Two previous negotiations resulted in two three-year contracts with ABC. During your fact-finding work you spoke with a previous ABC salesperson and learned that ABC will soon add capacity to its production facility. Of the following, what is the BEST negotiation tactic to employ?

A. Tell ABC you are considering bringing production in-house

B. Do not tell ABC you know about their planned production capacity increase

C. Offer ABC proprietary forecasting demand and leverage concessions with ABC

D. Find other ABC customers and begin merger and acquisition discussions with one of them


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