Exam 13: Negotiation and Conflict Management

The basis of _____ refers to the official job position or title that an individual holds, rather than the characteristics of the individual him/herself.

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

A win-lose negotiation approach works best for items or services that are important to the buyer's products or business or when the item involves high-dollar items or services where cost control is critical.

Deciding the physical location of where to negotiate is never an important part of any planning process.

All negotiation settlements must ultimately be judged in light of the other viable alternatives that existed at the time of the agreement.

_____ is a negotiation tactic that involves taking a time out.

A/An _____ refers to that negotiated outcome that a negotiator would like to have as opposed to that outcome that must be achieved.

Many negotiators fail to prepare adequately before entering into a negotiation, oftentimes because of a very short timeframe in which to make a deal.

It is not important for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

Analyzing the other party requires a thorough assessment of the relative strengths and weaknesses of the parties, as well as the particulars for each individual issue to be negotiated.

According to Cialdini, _____ is a principle which states that we are more likely to accept the positions, arguments, and direction from recognized authority figures.

Packaging issues together risks undermining an entire negotiation if the parties reach impasse on a single issue within the linked proposal.

Which of the following is not one of the reasons that negotiators frequently fall short of their goals or reach an impasse?

Negotiation _____ refers to the overall approach used to reach a mutually beneficial agreement with a supplier that holds different points of view from the buyer.

A procurement negotiation seldom affects other stakeholders throughout the organization who might have an interest in or will be affected by the negotiation outcomes.

_____ is a negotiation tactic that involves one party, often the seller, offering an unusually low price to receive a buyer's business.

For the effective negotiator, it is acceptable to give away a concession without getting something of equal or greater value in return.

A/An _____ is an aspiration or vision to work toward in the future.

Step 1 of Triangle Talk is _____.

In _____, the parties work closely together to identify new and creative ways to expand available resources or generate new value obtained through a negotiated agreement.