Question 1

_____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger share.

Accepted Answer

A) Lose-lose negotiation 
B) Win-lose negotiation 
C) Winner-take-all negotiation 
D) Integrative bargaining 
E) None of these answers. 
A) Lose-lose negotiation 
B) Win-lose negotiation 
C) Winner-take-all negotiation 
D) Integrative bargaining 
E) None of these answers. B

Question 2

All of the following are effective e-negotiating practices except _____.

Accepted Answer

A) use a blended negotiation, starting with an initial face-to-face meeting or a telephone call to build essential rapport with the other party 
B) establish common ground and interests to build mutual trust 
C) use "emoticons" to counter the lack of nonverbal awareness 
D) forward e-mail negotiations to the other party's immediate superior for verification 
E) proofread the entire message, including addressees, before sending the e-mail out 
A) use a blended negotiation, starting with an initial face-to-face meeting or a telephone call to build essential rapport with the other party 
B) establish common ground and interests to build mutual trust 
C) use "emoticons" to counter the lack of nonverbal awareness 
D) forward e-mail negotiations to the other party's immediate superior for verification 
E) proofread the entire message, including addressees, before sending the e-mail out D

Question 3

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

Accepted Answer

A) True 
 B)False  False

Question 4

Parties may behave differently when negotiating electronically than they do in person.

Accepted Answer

A) True 
 B)False

Question 5

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

Accepted Answer

A) True 
 B)False

Question 6

Step 2 of Triangle Talk is _____.

Accepted Answer

A) apply strategy to win the negotiation 
B) find out what they want and make them feel heard 
C) know exactly what you want 
D) propose action in a way they can accept 
E) use power to get exactly what you want 
A) apply strategy to win the negotiation 
B) find out what they want and make them feel heard 
C) know exactly what you want 
D) propose action in a way they can accept 
E) use power to get exactly what you want

Question 7

Negotiation is more appropriate when other issues besides price are important or when competitive bidding will not satisfy the buyer's requirements on various issues.

Accepted Answer

A) True 
 B)False

Question 8

Sharing the underlying interests behind a position may cause a negotiator's power to shift toward the other party, ultimately resulting in a less than desired outcome.

Accepted Answer

A) True 
 B)False

Question 9

According to Cialdini, _____ is a principle which states that we work well and are more agreeable with people we like or who are like us.

Accepted Answer

A) leverage 
B) liking 
C) authority 
D) reciprocation 
E) consistency 
A) leverage 
B) liking 
C) authority 
D) reciprocation 
E) consistency

Question 10

Knowledgeable negotiators do not need to understand their counterparts through research and experience.

Accepted Answer

A) True 
 B)False

Question 11

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

Accepted Answer

A) social proof 
B) liking 
C) consistency 
D) scarcity 
E) authority 
A) social proof 
B) liking 
C) consistency 
D) scarcity 
E) authority

Question 12

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature that document that mastery.

Accepted Answer

A) referent power 
B) legitimate power 
C) coercive power 
D) reward power 
E) expert power 
A) referent power 
B) legitimate power 
C) coercive power 
D) reward power 
E) expert power

Question 13

_____ includes the ability to punish the other party - financially, physically, emotionally, or mentally.

Accepted Answer

A) Reward power 
B) Coercive power 
C) Legitimate power 
D) Expert power 
E) Referent power 
A) Reward power 
B) Coercive power 
C) Legitimate power 
D) Expert power 
E) Referent power

Question 14

In win-win negotiation, if one party gains, it is only at the expense of the other party.

Accepted Answer

A) True 
 B)False

Question 15

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

Accepted Answer

A) True 
 B)False

Question 16

All buyer-supplier negotiations are relatively straightforward, only requiring rudimentary preparation and planning.

Accepted Answer

A) True 
 B)False

Question 17

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the negotiation at hand and implement his or her next-best option.

Accepted Answer

A) BATNA 
B) position 
C) interest 
D) need 
E) want 
A) BATNA 
B) position 
C) interest 
D) need 
E) want

Question 18

The effective use of information in a negotiation does not necessarily mean open and complete sharing.

Accepted Answer

A) True 
 B)False

Question 19

In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify, especially from an independent third source.

Accepted Answer

A) fact 
B) issue 
C) position 
D) interest 
E) BATNA 
A) fact 
B) issue 
C) position 
D) interest 
E) BATNA

Question 20

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Accepted Answer

A) True 
 B)False

_____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger share.

All of the following are effective e-negotiating practices except _____.

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

Parties may behave differently when negotiating electronically than they do in person.

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

Step 2 of Triangle Talk is _____.

Negotiation is more appropriate when other issues besides price are important or when competitive bidding will not satisfy the buyer's requirements on various issues.

Sharing the underlying interests behind a position may cause a negotiator's power to shift toward the other party, ultimately resulting in a less than desired outcome.

According to Cialdini, _____ is a principle which states that we work well and are more agreeable with people we like or who are like us.

Knowledgeable negotiators do not need to understand their counterparts through research and experience.

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature that document that mastery.

_____ includes the ability to punish the other party - financially, physically, emotionally, or mentally.

In win-win negotiation, if one party gains, it is only at the expense of the other party.

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

All buyer-supplier negotiations are relatively straightforward, only requiring rudimentary preparation and planning.

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the negotiation at hand and implement his or her next-best option.

The effective use of information in a negotiation does not necessarily mean open and complete sharing.

In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify, especially from an independent third source.

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policies and Procedures

Supply Management Integration for Competitive Advantage

Purchasing and Supply Management Organization

Supply Management and Commodity Strategy Development

Supplier Evaluation and Selection

Supplier Quality Management

Supplier Management and Development: Creating a World-Class Supply Base

Worldwide Sourcing

Strategic Cost Management

Purchasing and Supply Chain Analysis: Tools and Techniques

Contract Management

Purchasing Law and Ethics

Lean Supply Chain Management

Purchasing Services

Supply Chain Information Systems and Electronic Sourcing

Performance Measurement and Evaluation

Purchasing and Supply Strategy Trends

Filters

Exam 13: Negotiation and Conflict Management

_____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger share.

All of the following are effective e-negotiating practices except _____.

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

Parties may behave differently when negotiating electronically than they do in person.

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

Step 2 of Triangle Talk is _____.

Negotiation is more appropriate when other issues besides price are important or when competitive bidding will not satisfy the buyer's requirements on various issues.

Sharing the underlying interests behind a position may cause a negotiator's power to shift toward the other party, ultimately resulting in a less than desired outcome.

According to Cialdini, _____ is a principle which states that we work well and are more agreeable with people we like or who are like us.

Knowledgeable negotiators do not need to understand their counterparts through research and experience.

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature that document that mastery.

_____ includes the ability to punish the other party - financially, physically, emotionally, or mentally.

In win-win negotiation, if one party gains, it is only at the expense of the other party.

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

All buyer-supplier negotiations are relatively straightforward, only requiring rudimentary preparation and planning.

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the negotiation at hand and implement his or her next-best option.

The effective use of information in a negotiation does not necessarily mean open and complete sharing.

In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify, especially from an independent third source.

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policies and Procedures

Supply Management Integration for Competitive Advantage

Purchasing and Supply Management Organization

Supply Management and Commodity Strategy Development

Supplier Evaluation and Selection

Supplier Quality Management

Supplier Management and Development: Creating a World-Class Supply Base

Worldwide Sourcing

Strategic Cost Management

Purchasing and Supply Chain Analysis: Tools and Techniques

Contract Management

Purchasing Law and Ethics

Lean Supply Chain Management

Purchasing Services

Supply Chain Information Systems and Electronic Sourcing

Performance Measurement and Evaluation

Purchasing and Supply Strategy Trends

Filters