Win-win negotiation is not a 'zero-sum game': the sum of the value achieved is greater than zero -

fresh value is created. It is a 'positive sum game'.

It's a retrospective rebate, and can be a highly significant way of (often hidden) discounting for many

businesses - sometimes a 'life-saver'. Something to think about in an open book costing situa-tion -

are there rebates to suppliers which are 'forgotten' in discussions?

The items are complementary. Complements.

For example, a Tesla car and a Tesla charging point.

The 'contribution' (selling price minus variable cost) for each bottle is 50 cents. Divide the fixed costs

by the contribution (100,000 / 0.5) = 200,000

If your textbook or tutor has not covered this type of calculation, don't worry; it is a difficult ques-

tion and is unlikely to be a significant issue in the CIPS examination.

The 'firm and unequivocal offer' and 'the basis of a contract' indicate the reference to a formal and

binding tender procedure. The answer is therefore 'invitation to tender'.