Question 1

According to Cialdini,____ is a principle that says we prefer to be consistent in our beliefs and actions.

Accepted Answer

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

Question 2

____ is/are the ability to influence another person or organization to do something.

Accepted Answer

A)  Boulwarism 
B)  Planning 
C)  Strategy 
D)  Power 
E)  None of these choices. 
A)  Boulwarism 
B)  Planning 
C)  Strategy 
D)  Power 
E)  None of these choices. D

Question 3

Everyone negotiates something every day.

Accepted Answer

A) True 
 B)False  True

Question 4

A willingness to offer large concessions is always in the best interests of a buyer.

Accepted Answer

A) True 
 B)False

Question 5

When a negotiator is planning an upcoming negotiation,it is imperative to prioritize all of the potential issues to be negotiated into needs and wants,thereby knowing what must be achieved and what can be exchanged for something else of value.

Accepted Answer

A) True 
 B)False

Question 6

A/An ____ is a method or scheme devised for making or doing something to achieve a desired end.

Accepted Answer

A)  want 
B)  objective 
C)  BATNA 
D)  plan 
E)  position 
A)  want 
B)  objective 
C)  BATNA 
D)  plan 
E)  position

Question 7

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

Accepted Answer

A)  use a blended negotiation 
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 
A)  use a blended negotiation 
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

Question 8

All purchase requirements will require buyers and sellers to conduct a thorough,detailed,and time-consuming negotiation.

Accepted Answer

A) True 
 B)False

Question 9

In e-negotiation,status differences are highly visible,and social norms and behaviors are easy to discern.

Accepted Answer

A) True 
 B)False

Question 10

The area of overlapping positions among issues,when there is one,between the negotiators is termed the ____.

Accepted Answer

A)  concurrent zone 
B)  agreement possibility 
C)  positive position 
D)  objective 
E)  bargaining zone 
A)  concurrent zone 
B)  agreement possibility 
C)  positive position 
D)  objective 
E)  bargaining zone

Question 11

Boulwarism is generally known as bad faith or no-concession bargaining.

Accepted Answer

A) True 
 B)False

Question 12

____ is the ready access to relevant and useful information.

Accepted Answer

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

Question 13

A ____ is a movement away from a negotiating position that offers something of value to the other party in order to get something else of value.

Accepted Answer

A)  reward 
B)  concession 
C)  coercive maneuver 
D)  tactic 
E)  strategy 
A)  reward 
B)  concession 
C)  coercive maneuver 
D)  tactic 
E)  strategy

Question 14

Effective formality in negotiation can effectively constrain the parties and restrict the free exchange of ideas and solutions.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

____ means that two or more parties are competing over a fixed value with the winner taking 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 choices. 
A)  Lose-lose negotiation 
B)  Win-lose negotiation 
C)  Winner-take-all negotiation 
D)  Integrative bargaining 
E)  None of these choices.

Question 17

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Accepted Answer

A)  A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. 
B)  Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas. 
C)  Negotiating is the end game of the sales process. 
D)  Negotiating is to be used only to get the absolutely lowest price from a supplier. 
E)  Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues. 
A)  A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. 
B)  Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas. 
C)  Negotiating is the end game of the sales process. 
D)  Negotiating is to be used only to get the absolutely lowest price from a supplier. 
E)  Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues.

Question 18

Negotiators may behave differently electronically than they do in person.

Accepted Answer

A) True 
 B)False

Question 19

____ involves inventing new options that satisfy each party's needs.

Accepted Answer

A)  Expand the pie 
B)  Find a bridge solution 
C)  Logroll 
D)  Cut the costs for compliance 
E)  Use non-specific compensation 
A)  Expand the pie 
B)  Find a bridge solution 
C)  Logroll 
D)  Cut the costs for compliance 
E)  Use non-specific compensation

Question 20

____ is a negotiation tactic that often signals the end of a negotiation on a given issue.

Accepted Answer

A)  Venue 
B)  Silence 
C)  Planned concessions 
D)  Trial balloon 
E)  Best and final offer 
A)  Venue 
B)  Silence 
C)  Planned concessions 
D)  Trial balloon 
E)  Best and final offer

According to Cialdini,____ is a principle that says we prefer to be consistent in our beliefs and actions.

____ is/are the ability to influence another person or organization to do something.

Everyone negotiates something every day.

A willingness to offer large concessions is always in the best interests of a buyer.

When a negotiator is planning an upcoming negotiation,it is imperative to prioritize all of the potential issues to be negotiated into needs and wants,thereby knowing what must be achieved and what can be exchanged for something else of value.

A/An ____ is a method or scheme devised for making or doing something to achieve a desired end.

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

All purchase requirements will require buyers and sellers to conduct a thorough,detailed,and time-consuming negotiation.

In e-negotiation,status differences are highly visible,and social norms and behaviors are easy to discern.

The area of overlapping positions among issues,when there is one,between the negotiators is termed the ____.

Boulwarism is generally known as bad faith or no-concession bargaining.

____ is the ready access to relevant and useful information.

A ____ is a movement away from a negotiating position that offers something of value to the other party in order to get something else of value.

Effective formality in negotiation can effectively constrain the parties and restrict the free exchange of ideas and solutions.

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

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

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Negotiators may behave differently electronically than they do in person.

____ involves inventing new options that satisfy each party's needs.

____ is a negotiation tactic that often signals the end of a negotiation on a given issue.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policy 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

According to Cialdini,____ is a principle that says we prefer to be consistent in our beliefs and actions.

____ is/are the ability to influence another person or organization to do something.

Everyone negotiates something every day.

A willingness to offer large concessions is always in the best interests of a buyer.

When a negotiator is planning an upcoming negotiation,it is imperative to prioritize all of the potential issues to be negotiated into needs and wants,thereby knowing what must be achieved and what can be exchanged for something else of value.

A/An ____ is a method or scheme devised for making or doing something to achieve a desired end.

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

All purchase requirements will require buyers and sellers to conduct a thorough,detailed,and time-consuming negotiation.

In e-negotiation,status differences are highly visible,and social norms and behaviors are easy to discern.

The area of overlapping positions among issues,when there is one,between the negotiators is termed the ____.

Boulwarism is generally known as bad faith or no-concession bargaining.

____ is the ready access to relevant and useful information.

A ____ is a movement away from a negotiating position that offers something of value to the other party in order to get something else of value.

Effective formality in negotiation can effectively constrain the parties and restrict the free exchange of ideas and solutions.

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

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

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Negotiators may behave differently electronically than they do in person.

____ involves inventing new options that satisfy each party's needs.

____ is a negotiation tactic that often signals the end of a negotiation on a given issue.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policy 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