Which of the following is not an intangible factor in a negotiation? Select one: a. the need to look good b. final agreed upon price on a contract c. the need to appear "fair" or "honorable" d. to maintain a good relationship e. All of the above are intangible factors.

Answer: Option (b) is correct.

Explanation:

Intangible factors are the factors that affect the decision making but it is not expressed in monetary terms. Example of intangible factors are as follows:

(1) Employee morale

(2) Relationship between parties

(3) Safety

Tangible factors are the factors that are measurable in monetary terms and are visible. Example of tangible factors are as follows:

(1) Final agreed upon price on a contract

(2) Assets

Therefore, except option (b), all other options are intangible factors.