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Amelia needs to negotiate prices with a potential client that she has not met before.

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Amelia needs to negotiate prices with a potential client that she has not met before. She was due to attend their offices next week, but the meeting has been cancelled. The potentialclient has offered a telephone call as an alternative, but Amelia has declined the offer as she feels negotiations cannot succeed without a face-to-face meeting. Is this the right decision?

A.

Yes, because when negotiating for the first time it is essential to meet face-to-face

B.

Yes, because you can only do negotiations face-to-face to observe non-verbal cues

C.

No, because it can be a useful introduction for conditioning expectations prior to a face-to-face meet

D.

No, because telephone negotiations enable stronger arguments which lead to better influence

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