Fast & Easy Limited, a global fast food retailer, is in a negotiation with its major meat supplier. The supplier is asking for a 2% price increase…

The supplier is using rational persuasion. This influencing tactic involves using logical arguments and factual evidence to persuade the target that a request or proposal is viable and likely to result in the attainment of task objectives. The supplier is presenting a logical case based on objective economic factors (currency fluctuations, economic climate, transport costs) to justify the price increase. This approach appeals to the buyer's sense of reason and logic rather than emotion or relationships. It is a common and often effective tactic in business-to-business negotiations where decisions are expected to be based on sound commercial reasoning.

B. Inspirational appeal: This tactic appeals to emotions, values, and ideals, which is not what the supplier is doing with their fact-based argument.
C. Coalition: This involves seeking the help of others to persuade the target. The supplier is acting alone in this scenario.
D. Personal appeal: This relies on friendship or loyalty. The supplier's justification is based on business and economic factors, not a personal relationship.

Yukl, G., & Tracey, J. B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77(4), 525–535. (The taxonomy of influence tactics, including rational persuasion, is defined on p. 526). https://doi.org/10.1037/0021-9010.77.4.525

Chartered Institute of Procurement & Supply (CIPS). (2018). Commercial Negotiation L4M5 Study Guide. Stamford, UK: Profex Publishing. (Chapter 5, Section 5.2 discusses influencing tactics, identifying rational persuasion as using logic and facts).