A former student has authored the verbatim posting below. Read it carefully and choose which of the options below best describes it:For the past 12yrs, I have been working in the Quality Assurance unit of pharmaceutical companies. A key part of my role is to draft, negotiate and finalize Quality Agreements (umbrella agreements) with our vendors and customers.During my tenure at my last company, we began negotiating an umbrella agreement with a new customer. These agreements required us to provision audit cadences, specifically customers’ ability to and frequency of auditing our company. Typically, our standard was one audit every three years. The customer disapproved of this (they wanted one on site audit every year) and thus started the negotiation process. My company was a firm believer of Integrative Negotiation tactics as our goal was to build trust as well as open and honest relationships.After weeks of what I now know to be the “creating value” and “claiming value” process, we came to a win-win solution (using the bridge technique) in that the customer could formally audit us once per every three years and the other two years we would, at their request, send them a copy of our company’s self-audit and self-assessments. These served as attestations that we followed all expected regulations (the purpose of an audit).
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