Exam 13: Negotiation and Conflict Management

In _____, one party achieves his or her objective on an issue, whereas the other receives something else of value as a reward for going along.

_____ is a negotiation tactic that involves not immediately responding when the other party makes an offer in the hope that an awkward silence will encourage further offers or concessions from the other party.

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

A negotiator should ensure that his or her BATNA is always revealed to the other party because the final settlement is unlikely to vary much from that point.

Negotiation is a relatively simple process and a soft skill that applies only to a few supply managers.

A negotiator can automatically assume that the other party thinks the same way he or she does to create common ground.

An integral part of negotiation involves each party trying to persuade the other party to do something that is in its own best interests.

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

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

To reach a negotiated agreement using principled negotiation, a negotiator should always attempt to focus on the other party's stated position, not his or her underlying interests.

_____ helps the negotiator determine and visually compare his or her own strengths and weaknesses relative to those of the other party or parties.

A/An _____ is an item or topic to be resolved during the negotiation.

_____ seeks to expand the value or resources of outcomes available to all parties through cooperative negotiation.

The caveat to the best and final offer tactic is that the person making the best and final offer must be prepared to actually end the negotiation if the other party does not accept the offer.

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

The purchasing cycle begins with identifying (or anticipating) a specific need or requirement for a part component, raw material, subassembly, service, piece of equipment, or finished good to be sourced to conduct or support organizational operations.

According to Cialdini, _____ is a principle which states that people feel an obligation to give something back of equal or greater value to someone else after we have received something of perceived value from them.

Referent power is most successful in negotiation when the referents are aware that a counterpart identifies with or has an attraction to them.

An experienced negotiator has no need to practice or rehearse a complex negotiation before commencing the formal negotiation.

_____ occurs as a result of negotiators being immersed in a place in which their established norms have been confronted and may no longer be applicable.