Question 1

The less the participants,the more the time required to reach an agreement in a negotiation.

Accepted Answer

A) True 
 B)False

Question 2

Successful salespeople always make great negotiators.

Accepted Answer

A) True 
 B)False

Question 3

The technique of lowballing subdues the importance of getting signatures on contracts and agreements as soon as possible.

Accepted Answer

A) True 
 B)False

Question 4

An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and to not let the buyer's negotiating tactic weaken it.

Accepted Answer

A) True 
 B)False

Question 5

Experienced negotiators find weekends best for negotiations.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements is true about planning for a negotiation session?

Accepted Answer

A)  Experienced negotiators find weekends and after-hours best for negotiations. 
B)  A buyer's office is typically the best place to hold negotiation sessions. 
C)  Time allotted to a negotiation session should be no more than a few hours. 
D)  Individuals should prepare themselves emotionally for the stress that will occur within a negotiation session. 
E)  To allow for concessions,the opening position should reflect lower expectations than the target position. 
A)  Experienced negotiators find weekends and after-hours best for negotiations. 
B)  A buyer's office is typically the best place to hold negotiation sessions. 
C)  Time allotted to a negotiation session should be no more than a few hours. 
D)  Individuals should prepare themselves emotionally for the stress that will occur within a negotiation session. 
E)  To allow for concessions,the opening position should reflect lower expectations than the target position.

Question 7

Describe the characteristics of people who handle conflicts in the compromising mode.

Accepted Answer

The compromising mode applies to people

Question 8

Why is it usually advantageous to not place key issues of a negotiation at the very beginning of the agenda?

Accepted Answer

A)  It provides an opportunity to learn the other side's bargaining style and concession routines. 
B)  It saves time as it becomes obvious that if an agreement can't be reached on the smaller issues then there is no point in discussing the key issues. 
C)  By conceding most of the smaller issues in the beginning,the selling team creates a moral "debt," which the buying team is likely to have to repay by conceding on the key issues. 
D)  It allows the team setting the agenda to wear down the other side,which will likely result in them agreeing to all the key issues proposed. 
E)  It provides the sellers an advantage as the buyers lose interest toward the end of the session when the key issues are discussed. 
A)  It provides an opportunity to learn the other side's bargaining style and concession routines. 
B)  It saves time as it becomes obvious that if an agreement can't be reached on the smaller issues then there is no point in discussing the key issues. 
C)  By conceding most of the smaller issues in the beginning,the selling team creates a moral "debt," which the buying team is likely to have to repay by conceding on the key issues. 
D)  It allows the team setting the agenda to wear down the other side,which will likely result in them agreeing to all the key issues proposed. 
E)  It provides the sellers an advantage as the buyers lose interest toward the end of the session when the key issues are discussed.

Question 9

Sarah is the lead negotiator for her company,which wants to sell its products to Cible Department Store.Sarah explains to the managers at Cible how both her company and Cible can improve their profits.Which of the following philosophies of negotiation is Sarah exemplifying?

Accepted Answer

A)  Win-win 
B)  Zero-sum 
C)  Distributive 
D)  Positional 
E)  Hard-bargaining 
A)  Win-win 
B)  Zero-sum 
C)  Distributive 
D)  Positional 
E)  Hard-bargaining

Question 10

When Betty asked a sales representative to provide free shipping and a 40 percent reduction in price,the sales representative was stunned.Betty's partner then informed the representative that free shipping and a 10 percent reduction in price would be more reasonable.What negotiating strategy were Betty and her partner using?

Accepted Answer

Betty and her partne

Question 11

Which of the following statements is true about negotiation preliminaries?

Accepted Answer

A)  Negotiation preliminaries are more important in U.S.business meetings than in international ones. 
B)  The room temperature should be set colder than normal to speed up the actual negotiation process. 
C)  Time just prior to the negotiation should be spent on developing negotiation skills,not on engaging in friendly conversations. 
D)  An agenda that states what will be discussed and in what sequence should be created. 
E)  Key issues should always be placed first in the agenda so that it will be advantageous. 
A)  Negotiation preliminaries are more important in U.S.business meetings than in international ones. 
B)  The room temperature should be set colder than normal to speed up the actual negotiation process. 
C)  Time just prior to the negotiation should be spent on developing negotiation skills,not on engaging in friendly conversations. 
D)  An agenda that states what will be discussed and in what sequence should be created. 
E)  Key issues should always be placed first in the agenda so that it will be advantageous.

Question 12

The less information collected about what a buyer hopes to accomplish,the better negotiators will be able to arrive at a win-win decision.

Accepted Answer

A) True 
 B)False

Question 13

After being accused of overcharging,Brian steps back and redirects the negotiation back to the issues that were initially being discussed.Brian is engaging in negotiation jujitsu.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements is true about negotiations?

Accepted Answer

A)  Negotiations are also known as sales presentations. 
B)  Negotiations exclude people who are not part of a selling firm's sales department. 
C)  Formal negotiations can take place with anyone who is classified as a buyer or user. 
D)  Negotiating is not an expensive endeavor as it hardly requires people to spend time. 
E)  If a customer is large or important enough,almost anything can be negotiated. 
A)  Negotiations are also known as sales presentations. 
B)  Negotiations exclude people who are not part of a selling firm's sales department. 
C)  Formal negotiations can take place with anyone who is classified as a buyer or user. 
D)  Negotiating is not an expensive endeavor as it hardly requires people to spend time. 
E)  If a customer is large or important enough,almost anything can be negotiated.

Question 15

A manufacturer of cast iron frying pans wants to place its frying pans for sale in a major retail store.Which of the following would be a negotiable item?

Accepted Answer

A)  Prices and pricing allowances for volume purchases 
B)  Inventory levels the retail store should maintain 
C)  Retail pricing points 
D)  Location of shelf positioning 
E)  All of these 
A)  Prices and pricing allowances for volume purchases 
B)  Inventory levels the retail store should maintain 
C)  Retail pricing points 
D)  Location of shelf positioning 
E)  All of these

Question 16

When developing objectives,negotiators need to sort out all issues that could arise in the meeting,prioritizing them by importance to the selling firm.

Accepted Answer

A) True 
 B)False

Question 17

The representative of a packaged food service informed Carla,the cafeteria manager of a university,that the company would be making bulk deliveries every two weeks instead of its current weekly service.Carla complied even though this delivery schedule would require her to make extra arrangements to store the food.In this scenario,Carla's approach to conflict resolution reflects the _____ mode.

Accepted Answer

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

Question 18

Typically,the best place to hold a negotiation is at:

Accepted Answer

A)  the buyer's office. 
B)  a neutral site. 
C)  both the buyer's office and the seller's office,alternatively. 
D)  the seller's office. 
E)  the seller's factory. 
A)  the buyer's office. 
B)  a neutral site. 
C)  both the buyer's office and the seller's office,alternatively. 
D)  the seller's office. 
E)  the seller's factory.

Question 19

Generally,the goal of negotiation is to develop a short-term partnership with a buyer.

Accepted Answer

A) True 
 B)False

Question 20

Fred,the owner of Blue Blooms,was interested in the poinsettia tree racks manufactured by Creative Furniture Company.In a negotiation session,he said,"I would love to buy three of the poinsettia tree racks manufactured by your company.It would provide me with much more space to display my plants.But my budget allows only $900 total,including all delivery costs.You have to reduce the price from $1200 to $900,or else I cannot afford it." Identify the win-lose strategy used by Fred.

Accepted Answer

A)  Budget bogey 
B)  Lowballing 
C)  Red herring 
D)  Browbeating 
E)  Trial balloon 
A)  Budget bogey 
B)  Lowballing 
C)  Red herring 
D)  Browbeating 
E)  Trial balloon

The less the participants,the more the time required to reach an agreement in a negotiation.

Successful salespeople always make great negotiators.

The technique of lowballing subdues the importance of getting signatures on contracts and agreements as soon as possible.

An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and to not let the buyer's negotiating tactic weaken it.

Experienced negotiators find weekends best for negotiations.

Which of the following statements is true about planning for a negotiation session?

Describe the characteristics of people who handle conflicts in the compromising mode.

Why is it usually advantageous to not place key issues of a negotiation at the very beginning of the agenda?

Sarah is the lead negotiator for her company,which wants to sell its products to Cible Department Store.Sarah explains to the managers at Cible how both her company and Cible can improve their profits.Which of the following philosophies of negotiation is Sarah exemplifying?

Which of the following statements is true about negotiation preliminaries?

The less information collected about what a buyer hopes to accomplish,the better negotiators will be able to arrive at a win-win decision.

After being accused of overcharging,Brian steps back and redirects the negotiation back to the issues that were initially being discussed.Brian is engaging in negotiation jujitsu.

Which of the following statements is true about negotiations?

A manufacturer of cast iron frying pans wants to place its frying pans for sale in a major retail store.Which of the following would be a negotiable item?

When developing objectives,negotiators need to sort out all issues that could arise in the meeting,prioritizing them by importance to the selling firm.

Typically,the best place to hold a negotiation is at:

Generally,the goal of negotiation is to develop a short-term partnership with a buyer.

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

The less the participants,the more the time required to reach an agreement in a negotiation.

Successful salespeople always make great negotiators.

The technique of lowballing subdues the importance of getting signatures on contracts and agreements as soon as possible.

An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and to not let the buyer's negotiating tactic weaken it.

Experienced negotiators find weekends best for negotiations.

Which of the following statements is true about planning for a negotiation session?

Describe the characteristics of people who handle conflicts in the compromising mode.

Why is it usually advantageous to not place key issues of a negotiation at the very beginning of the agenda?

Sarah is the lead negotiator for her company,which wants to sell its products to Cible Department Store.Sarah explains to the managers at Cible how both her company and Cible can improve their profits.Which of the following philosophies of negotiation is Sarah exemplifying?

Which of the following statements is true about negotiation preliminaries?

The less information collected about what a buyer hopes to accomplish,the better negotiators will be able to arrive at a win-win decision.

After being accused of overcharging,Brian steps back and redirects the negotiation back to the issues that were initially being discussed.Brian is engaging in negotiation jujitsu.

Which of the following statements is true about negotiations?

A manufacturer of cast iron frying pans wants to place its frying pans for sale in a major retail store.Which of the following would be a negotiable item?

When developing objectives,negotiators need to sort out all issues that could arise in the meeting,prioritizing them by importance to the selling firm.

Typically,the best place to hold a negotiation is at:

Generally,the goal of negotiation is to develop a short-term partnership with a buyer.

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