Champion Toys (CT) is negotiating a large order of luxury toys with its supplier, Top Teds. CT has identified that lead times, order quantities, and delivery locations are tradeables that could be used in this negotiation. At which negotiation stage should CT introduce these tradeables?

Tradeables, or concessions, are variables that a negotiator is willing to exchange to secure an agreement. They are introduced and exchanged during the 'Bargaining' stage of a negotiation. This stage follows the 'Opening' and 'Proposing' phases, where initial positions and offers are established. The Bargaining stage is the dynamic "give and take" phase where parties trade concessions, such as lead times, quantities, and delivery terms, to move from their initial positions towards a mutually acceptable outcome. Introducing them earlier would be premature, and later would miss the opportunity for exchange.

B. The Closure stage is for finalising the agreement and summarising terms, not for introducing new tradeables.
C. The Proposing stage is for making initial offers and outlining a party's position, before the main bargaining and trading begins.
D. The Opening stage is for setting the scene, building rapport, and stating objectives, not for exchanging concessions.

- CIPS (2018), Commercial Negotiation L4M5, Chapter 4: The Negotiation Process, Section 4.4 'The Negotiation Process', which outlines the stages: Preparation, Opening, Testing, Proposing, Bargaining, and Closing.

- Kennedy, G. (2011). Kennedy on Negotiation. Gower Publishing, Ltd. Chapter 10, 'Bargain', details the process of exchanging tradeables to reach a deal.

- Lewicki, R. J., Saunders, D. M., & Barry, B. (2019). Negotiation (8th ed.). McGraw-Hill Education. Chapter 2, 'Strategy and Tactics of Distributive Bargaining', discusses the role of concessions in the bargaining phase.