Question 1

_____ is a negotiation tactic that is a test of acceptability.

Accepted Answer

A) Take-it-or-leave-it 
B) Best and final offer 
C) Price increase 
D) Trial balloon 
E) Honesty and openness 
A) Take-it-or-leave-it 
B) Best and final offer 
C) Price increase 
D) Trial balloon 
E) Honesty and openness

Question 2

_____ 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

Question 3

According to Karrass, research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

Accepted Answer

A) True 
 B)False

Question 4

In _____, the parties identify more than one issue where disagreement exists and then agree to trade off these issues so that each party has one of its top-priority issues satisfied.

Accepted Answer

A) use non-specific compensation 
B) cut the costs for compliance 
C) expand the pie 
D) find a bridge solution 
E) logroll 
A) use non-specific compensation 
B) cut the costs for compliance 
C) expand the pie 
D) find a bridge solution 
E) logroll

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 considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.

Accepted Answer

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

Question 7

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

Accepted Answer

A) True 
 B)False

Question 8

It is easy to develop common ground in the negotiation without knowing what the other party is seeking.

Accepted Answer

A) True 
 B)False

Question 9

Before actual negotiations begin, the parties need to believe realistically that they can reach an agreement.

Accepted Answer

A) True 
 B)False

Question 10

_____ is a negotiation tactic that signals that it is now the other party's turn to reciprocate and make a concession on an important issue.

Accepted Answer

A) Venue 
B) Low ball 
C) Honesty and openness 
D) Best and final offer 
E) Planned concessions 
A) Venue 
B) Low ball 
C) Honesty and openness 
D) Best and final offer 
E) Planned concessions

Question 11

Effective negotiators are unwilling to make counterproposals.

Accepted Answer

A) True 
 B)False

Question 12

A negotiator's _____ can be defined as his or her opening offer, which represents the optimistic (or ideal) value of the issue being negotiated.

Accepted Answer

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

Question 13

_____ is a negotiation tactic in which the negotiator insists on negotiating in a location that is more favorable to him/her.

Accepted Answer

A) Consistency 
B) Caucus 
C) Venue 
D) Low ball 
E) High ball 
A) Consistency 
B) Caucus 
C) Venue 
D) Low ball 
E) High ball

Question 14

During an international negotiation, an interpreter might verbally communicate yet not fully convey the significance of unspoken actions, signals, and customs that may be invisible to the foreign or nonnative negotiator.

Accepted Answer

A) True 
 B)False

Question 15

The bargaining zone represents the heart of the negotiation process, as any proposal or counterproposal offered outside of this range is likely to be rejected by the other party because it is not what he or she is willing to settle for.

Accepted Answer

A) True 
 B)False

Question 16

_____ is a negotiation tactic that involves taking an abnormally high initial position on an issue.

Accepted Answer

A) Low ball 
B) High ball 
C) Best and final offer 
D) Curve ball 
E) Knuckleball 
A) Low ball 
B) High ball 
C) Best and final offer 
D) Curve ball 
E) Knuckleball

Question 17

Step 3 of Triangle Talk is _____.

Accepted Answer

A) apply tactics to win the negotiation 
B) know exactly what you want 
C) use power to get what you want 
D) propose action in a way they can accept 
E) know exactly what they want 
A) apply tactics to win the negotiation 
B) know exactly what you want 
C) use power to get what you want 
D) propose action in a way they can accept 
E) know exactly what they want

Question 18

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

Accepted Answer

A) True 
 B)False

Question 19

_____ are the action plans designed to help achieve a desired result.

Accepted Answer

A) Arguments 
B) Questions 
C) Strategies 
D) Objectives 
E) Tactics 
A) Arguments 
B) Questions 
C) Strategies 
D) Objectives 
E) Tactics

Question 20

_____ is[are] the ability to influence another person or organization to do something.

Accepted Answer

A) Positions 
B) Planning 
C) Strategy 
D) Power 
E) None of these answers. 
A) Positions 
B) Planning 
C) Strategy 
D) Power 
E) None of these answers.

_____ is a negotiation tactic that is a test of acceptability.

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

According to Karrass, research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

In _____, the parties identify more than one issue where disagreement exists and then agree to trade off these issues so that each party has one of its top-priority issues satisfied.

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 considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

It is easy to develop common ground in the negotiation without knowing what the other party is seeking.

Before actual negotiations begin, the parties need to believe realistically that they can reach an agreement.

_____ is a negotiation tactic that signals that it is now the other party's turn to reciprocate and make a concession on an important issue.

Effective negotiators are unwilling to make counterproposals.

A negotiator's _____ can be defined as his or her opening offer, which represents the optimistic (or ideal) value of the issue being negotiated.

_____ is a negotiation tactic in which the negotiator insists on negotiating in a location that is more favorable to him/her.

During an international negotiation, an interpreter might verbally communicate yet not fully convey the significance of unspoken actions, signals, and customs that may be invisible to the foreign or nonnative negotiator.

The bargaining zone represents the heart of the negotiation process, as any proposal or counterproposal offered outside of this range is likely to be rejected by the other party because it is not what he or she is willing to settle for.

_____ is a negotiation tactic that involves taking an abnormally high initial position on an issue.

Step 3 of Triangle Talk is _____.

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

_____ are the action plans designed to help achieve a desired result.

_____ is[are] the ability to influence another person or organization to do something.

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

_____ is a negotiation tactic that is a test of acceptability.

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

According to Karrass, research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

In _____, the parties identify more than one issue where disagreement exists and then agree to trade off these issues so that each party has one of its top-priority issues satisfied.

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 considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

It is easy to develop common ground in the negotiation without knowing what the other party is seeking.

Before actual negotiations begin, the parties need to believe realistically that they can reach an agreement.

_____ is a negotiation tactic that signals that it is now the other party's turn to reciprocate and make a concession on an important issue.

Effective negotiators are unwilling to make counterproposals.

A negotiator's _____ can be defined as his or her opening offer, which represents the optimistic (or ideal) value of the issue being negotiated.

_____ is a negotiation tactic in which the negotiator insists on negotiating in a location that is more favorable to him/her.

During an international negotiation, an interpreter might verbally communicate yet not fully convey the significance of unspoken actions, signals, and customs that may be invisible to the foreign or nonnative negotiator.

The bargaining zone represents the heart of the negotiation process, as any proposal or counterproposal offered outside of this range is likely to be rejected by the other party because it is not what he or she is willing to settle for.

_____ is a negotiation tactic that involves taking an abnormally high initial position on an issue.

Step 3 of Triangle Talk is _____.

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

_____ are the action plans designed to help achieve a desired result.

_____ is[are] the ability to influence another person or organization to do something.

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