Question 1

Negotiators in the accommodating mode are usually _____.

Accepted Answer

A)  assertive 
B)  uncooperative 
C)  generous 
D)  power oriented 
E)  disobedient 
A)  assertive 
B)  uncooperative 
C)  generous 
D)  power oriented 
E)  disobedient C

Question 2

_____ is a strategy used by some buyers to engage in a win-lose tactic of negotiation when the other party does not expect it.

Accepted Answer

A)  Lowballing 
B)  Good guy-bad guy routine 
C)  Browbeating 
D)  Budget bogey 
E)  Ambush negotiating 
A)  Lowballing 
B)  Good guy-bad guy routine 
C)  Browbeating 
D)  Budget bogey 
E)  Ambush negotiating E

Question 3

Create a plausible scenario of browbeating followed by negotiation jujitsu.

Accepted Answer

Answers will vary,but browbeating in a negotiation will involve intimidating and making the seller feel less secure about their position.Negotiation jujitsu will involve stepping away from the browbeating and then redirecting the negotiation back to the issues being discussed.

Question 4

A negotiator says,"Can't we all just get along and split the extra costs down the middle?" From this statement,it can be said that the negotiator is using the _____ mode of conflict resolution.

Accepted Answer

A)  competing 
B)  accommodating 
C)  avoiding 
D)  collaborating 
E)  compromising 
A)  competing 
B)  accommodating 
C)  avoiding 
D)  collaborating 
E)  compromising

Question 5

Newbook publishing has just negotiated a contract with an important author.At the end of the negotiations,the author,Pat Conray,makes a "nibbling" request.Create a nibbling request that Pat is most likely to have used.

Accepted Answer

Answers will vary,but a nibbling request

Question 6

How do negotiations differ from regular sales calls?

Accepted Answer

A)  They generally involve a less number of people from the selling firm than do regular sales calls. 
B)  They generally involve more intensive planning than do regular sales calls. 
C)  They require less intensive planning than do regular sales call to obtain a sale,if a sale occurs at all. 
D)  They tarnish goodwill more than regular sales calls do by wasting the buyer's time after a business is closed. 
E)  They create a true dialogue more often than regular sales call in which the ultimate close is a natural conclusion. 
A)  They generally involve a less number of people from the selling firm than do regular sales calls. 
B)  They generally involve more intensive planning than do regular sales calls. 
C)  They require less intensive planning than do regular sales call to obtain a sale,if a sale occurs at all. 
D)  They tarnish goodwill more than regular sales calls do by wasting the buyer's time after a business is closed. 
E)  They create a true dialogue more often than regular sales call in which the ultimate close is a natural conclusion.

Question 7

What is the best way to respond to a negotiator who has just thrown his pen across the room and screamed,"We can't pay anymore for what you are willing to offer! You are being inconsiderate"?

Accepted Answer

This is typically a technique for creati

Question 8

Negotiations differ from regular sales calls in that they involve less intensive planning and a smaller number of people from the selling firm.

Accepted Answer

A) True 
 B)False

Question 9

While holding formal negotiations with Cible Department Store,Croustilles-Lay representatives can negotiate:

Accepted Answer

A)  the location of point-of-purchase displays of Croustilles-Lay products. 
B)  delivery schedules. 
C)  how frequently the snacks would be restocked on store shelves. 
D)  what would be done with the products that cross their expiry date. 
E)  all of these. 
A)  the location of point-of-purchase displays of Croustilles-Lay products. 
B)  delivery schedules. 
C)  how frequently the snacks would be restocked on store shelves. 
D)  what would be done with the products that cross their expiry date. 
E)  all of these.

Question 10

Emily opens a negotiation session by saying,"I think we're all here today looking for a win-win deal.Unless we all leave this table feeling that we have satisfied our objectives as much as possible under the given circumstances,I'm going to consider this negotiation a failure." Emily most likely resolves conflict in the _____ mode.

Accepted Answer

A)  competing 
B)  accommodating 
C)  avoiding 
D)  collaborating 
E)  compromising 
A)  competing 
B)  accommodating 
C)  avoiding 
D)  collaborating 
E)  compromising

Question 11

Explain lowballing.

Accepted Answer

Lowballing occurs when one party intenti

Question 12

Putting the key issues at the beginning in an agenda is advantageous.

Accepted Answer

A) True 
 B)False

Question 13

In general,in a negotiation meeting,the size of the seller's team should be more than the size of the buyer's team.

Accepted Answer

A) True 
 B)False

Question 14

After completing negotiation for a new computer system,Jane,the salesperson,added,"Oh,there is also a $5,000 installation and instruction charge." Which win-lose negotiation tactic did Jane use?

Accepted Answer

Jane used the lowballing tacti

Question 15

Purge Purifying Systems,which manufactures filtration systems for industries,has entered into a U.S.$50 million deal with Fabon Fabrics Inc.During a negotiating session,Alex,a member of the sales team reacted,"Who are you trying to kid? You need our company's filtration systems to maintain your product quality.You have to pay an extra $20 per system and just cut costs somewhere else." Monroe,the team leader of the sales team interrupted him and said,"Now wait a minute.These are our friends you are talking to.How about we only charge $10 extra per system and split the shipping charges with you? Does that not sound fair?" Identify the win-lose strategy adopted by the sales team of Purge Purifying Systems.

Accepted Answer

A)  Lowballing 
B)  Budget bogey 
C)  Good guy-bad guy routine 
D)  Browbeating 
E)  Limited authority 
A)  Lowballing 
B)  Budget bogey 
C)  Good guy-bad guy routine 
D)  Browbeating 
E)  Limited authority

Question 16

In win-win not yet negotiating,the buying team achieves its goals while the selling team doesn't.

Accepted Answer

A) True 
 B)False

Question 17

The best situation,from a negotiation standpoint,would be to have on both teams a number of people who generally use the _____ to resolve conflicts.

Accepted Answer

A)  collaborating mode 
B)  competing mode 
C)  avoiding mode 
D)  accommodating mode 
E)  compromising mode 
A)  collaborating mode 
B)  competing mode 
C)  avoiding mode 
D)  accommodating mode 
E)  compromising mode

Question 18

In a negotiation,individuals in the accommodating mode are the exact opposite of competing people.

Accepted Answer

A) True 
 B)False

Question 19

Why is it necessary for a good negotiator to have a willingness to take risks and an ability to tolerate ambiguity in a business negotiation?

Accepted Answer

A)  To supply information to customers so that they can pick features that they do not need 
B)  To both accept and offer concessions during a meeting without complete information 
C)  To try to get every concession possible out of the buyer 
D)  To indulge in browbeating,which will help both parties achieve their organizational goals 
E)  To aggressively create new "needs" in customers through persuasion 
A)  To supply information to customers so that they can pick features that they do not need 
B)  To both accept and offer concessions during a meeting without complete information 
C)  To try to get every concession possible out of the buyer 
D)  To indulge in browbeating,which will help both parties achieve their organizational goals 
E)  To aggressively create new "needs" in customers through persuasion

Question 20

Discuss the importance of setting several objectives,or positions,in a negotiation meeting.

Accepted Answer

The seller will almost certainly have to

Negotiators in the accommodating mode are usually _____.

_____ is a strategy used by some buyers to engage in a win-lose tactic of negotiation when the other party does not expect it.

Create a plausible scenario of browbeating followed by negotiation jujitsu.

A negotiator says,"Can't we all just get along and split the extra costs down the middle?" From this statement,it can be said that the negotiator is using the _____ mode of conflict resolution.

Newbook publishing has just negotiated a contract with an important author.At the end of the negotiations,the author,Pat Conray,makes a "nibbling" request.Create a nibbling request that Pat is most likely to have used.

How do negotiations differ from regular sales calls?

What is the best way to respond to a negotiator who has just thrown his pen across the room and screamed,"We can't pay anymore for what you are willing to offer! You are being inconsiderate"?

Negotiations differ from regular sales calls in that they involve less intensive planning and a smaller number of people from the selling firm.

While holding formal negotiations with Cible Department Store,Croustilles-Lay representatives can negotiate:

Explain lowballing.

Putting the key issues at the beginning in an agenda is advantageous.

In general,in a negotiation meeting,the size of the seller's team should be more than the size of the buyer's team.

After completing negotiation for a new computer system,Jane,the salesperson,added,"Oh,there is also a $5,000 installation and instruction charge." Which win-lose negotiation tactic did Jane use?

In win-win not yet negotiating,the buying team achieves its goals while the selling team doesn't.

The best situation,from a negotiation standpoint,would be to have on both teams a number of people who generally use the _____ to resolve conflicts.

In a negotiation,individuals in the accommodating mode are the exact opposite of competing people.

Why is it necessary for a good negotiator to have a willingness to take risks and an ability to tolerate ambiguity in a business negotiation?

Discuss the importance of setting several objectives,or positions,in a negotiation meeting.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 12: Formal Negotiating

Negotiators in the accommodating mode are usually _____.

_____ is a strategy used by some buyers to engage in a win-lose tactic of negotiation when the other party does not expect it.

Create a plausible scenario of browbeating followed by negotiation jujitsu.

A negotiator says,"Can't we all just get along and split the extra costs down the middle?" From this statement,it can be said that the negotiator is using the _____ mode of conflict resolution.

Newbook publishing has just negotiated a contract with an important author.At the end of the negotiations,the author,Pat Conray,makes a "nibbling" request.Create a nibbling request that Pat is most likely to have used.

How do negotiations differ from regular sales calls?

What is the best way to respond to a negotiator who has just thrown his pen across the room and screamed,"We can't pay anymore for what you are willing to offer! You are being inconsiderate"?

Negotiations differ from regular sales calls in that they involve less intensive planning and a smaller number of people from the selling firm.

While holding formal negotiations with Cible Department Store,Croustilles-Lay representatives can negotiate:

Explain lowballing.

Putting the key issues at the beginning in an agenda is advantageous.

In general,in a negotiation meeting,the size of the seller's team should be more than the size of the buyer's team.

After completing negotiation for a new computer system,Jane,the salesperson,added,"Oh,there is also a $5,000 installation and instruction charge." Which win-lose negotiation tactic did Jane use?

In win-win not yet negotiating,the buying team achieves its goals while the selling team doesn't.

The best situation,from a negotiation standpoint,would be to have on both teams a number of people who generally use the _____ to resolve conflicts.

In a negotiation,individuals in the accommodating mode are the exact opposite of competing people.

Why is it necessary for a good negotiator to have a willingness to take risks and an ability to tolerate ambiguity in a business negotiation?

Discuss the importance of setting several objectives,or positions,in a negotiation meeting.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters