Question 1

The negotiator's _____ is the unspoken motivation or reason that underlies any given negotiation position.

Accepted Answer

A) want 
B) need 
C) interest 
D) BATNA 
E) bargaining zone 
A) want 
B) need 
C) interest 
D) BATNA 
E) bargaining zone

Question 2

An important part of negotiation is realizing that the process involves relationships between people, not just organizations.

Accepted Answer

A) True 
 B)False

Question 3

Everyone negotiates something every day.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Accepted Answer

A) A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. 
B) Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas. 
C) Negotiating is the end game of the sales process. 
D) Negotiation is to be used only to get the absolutely lowest price from a supplier. 
E) Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues. 
A) A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us. 
B) Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas. 
C) Negotiating is the end game of the sales process. 
D) Negotiation is to be used only to get the absolutely lowest price from a supplier. 
E) Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues.

Question 5

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts in similar circumstances.

Accepted Answer

A) True 
 B)False

Question 6

Use of electronic media such as e-mail, texting, and instant messaging, has no measurable impact on the dynamics and effectiveness of a negotiation.

Accepted Answer

A) True 
 B)False

Question 7

The manner in which a negotiator approaches concession making is an important part of every successful negotiation strategy.

Accepted Answer

A) True 
 B)False

Question 8

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.

Accepted Answer

A) scarcity 
B) liking 
C) social proof 
D) reciprocation 
E) consistency 
A) scarcity 
B) liking 
C) social proof 
D) reciprocation 
E) consistency

Question 9

All purchase requirements will require buyers and sellers to conduct a thorough, detailed, and time-consuming negotiation.

Accepted Answer

A) True 
 B)False

Question 10

In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller's costs or the joint transaction costs of doing business together.

Accepted Answer

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

Question 11

_____ means that one party is able to offer something of perceived value to the other party.

Accepted Answer

A) Referent power 
B) Informational power 
C) Expert power 
D) Coercive power 
E) Reward power 
A) Referent power 
B) Informational power 
C) Expert power 
D) Coercive power 
E) Reward power

Question 12

Negotiation is a noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.

Accepted Answer

A) True 
 B)False

Question 13

When preparing for a negotiation with a supplier located in another country, companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new language translations, travel, modes of transportation, and other foreign business requirements.

Accepted Answer

A) True 
 B)False

Question 14

_____ is ready access to relevant and useful information and relies on trying to influence the other party through the cogent presentation of facts, data, information, and persuasive arguments to support one's own positions and/or to mitigate or challenge the other party's positions.

Accepted Answer

A) Informational power 
B) Reward power 
C) Coercive power 
D) Legitimate power 
E) Referent power 
A) Informational power 
B) Reward power 
C) Coercive power 
D) Legitimate power 
E) Referent power

Question 15

A tactic used during one negotiation may not be successful or applicable to another negotiation, even with the same counterpart.

Accepted Answer

A) True 
 B)False

Question 16

Good negotiators know that reaching agreement is the end of the negotiation process.

Accepted Answer

A) True 
 B)False

Question 17

The source of _____ comes from interpersonal appeal based on socially acceptable individual qualities and attributes, such as one's personality or attractiveness.

Accepted Answer

A) informational power 
B) expert power 
C) coercive power 
D) referent power 
E) physical power 
A) informational power 
B) expert power 
C) coercive power 
D) referent power 
E) physical power

Question 18

Which of the following is not a reason for negotiating with suppliers?​

Accepted Answer

A) The total contract value or volume is large. 
B) The purchase is for widely available, commodity-like goods. 
C) The purchase involves utilization of capital-intensive plant and equipment. 
D) The purchase involves a special or collaborative relationship. 
E) The supplier will perform important or significant value-added activities. 
A) The total contract value or volume is large. 
B) The purchase is for widely available, commodity-like goods. 
C) The purchase involves utilization of capital-intensive plant and equipment. 
D) The purchase involves a special or collaborative relationship. 
E) The supplier will perform important or significant value-added activities.

Question 19

_____ involves inventing new options that satisfy each party's needs.

Accepted Answer

A) Expand the pie 
B) Find a bridge solution 
C) Logroll 
D) Cut the costs for compliance 
E) Use non-specific compensation 
A) Expand the pie 
B) Find a bridge solution 
C) Logroll 
D) Cut the costs for compliance 
E) Use non-specific compensation

The negotiator's _____ is the unspoken motivation or reason that underlies any given negotiation position.

An important part of negotiation is realizing that the process involves relationships between people, not just organizations.

Everyone negotiates something every day.

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts in similar circumstances.

Use of electronic media such as e-mail, texting, and instant messaging, has no measurable impact on the dynamics and effectiveness of a negotiation.

The manner in which a negotiator approaches concession making is an important part of every successful negotiation strategy.

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.

All purchase requirements will require buyers and sellers to conduct a thorough, detailed, and time-consuming negotiation.

In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller's costs or the joint transaction costs of doing business together.

_____ means that one party is able to offer something of perceived value to the other party.

Negotiation is a noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.

When preparing for a negotiation with a supplier located in another country, companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new language translations, travel, modes of transportation, and other foreign business requirements.

_____ is ready access to relevant and useful information and relies on trying to influence the other party through the cogent presentation of facts, data, information, and persuasive arguments to support one's own positions and/or to mitigate or challenge the other party's positions.

A tactic used during one negotiation may not be successful or applicable to another negotiation, even with the same counterpart.

Good negotiators know that reaching agreement is the end of the negotiation process.

The source of _____ comes from interpersonal appeal based on socially acceptable individual qualities and attributes, such as one's personality or attractiveness.

Which of the following is not a reason for negotiating with suppliers?

_____ involves inventing new options that satisfy each party's needs.

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

The negotiator's _____ is the unspoken motivation or reason that underlies any given negotiation position.

An important part of negotiation is realizing that the process involves relationships between people, not just organizations.

Everyone negotiates something every day.

Which of the following is not one of the popular definitions of negotiation as presented in the text?

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts in similar circumstances.

Use of electronic media such as e-mail, texting, and instant messaging, has no measurable impact on the dynamics and effectiveness of a negotiation.

The manner in which a negotiator approaches concession making is an important part of every successful negotiation strategy.

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.

All purchase requirements will require buyers and sellers to conduct a thorough, detailed, and time-consuming negotiation.

In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller's costs or the joint transaction costs of doing business together.

_____ means that one party is able to offer something of perceived value to the other party.

Negotiation is a noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.

When preparing for a negotiation with a supplier located in another country, companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new language translations, travel, modes of transportation, and other foreign business requirements.

_____ is ready access to relevant and useful information and relies on trying to influence the other party through the cogent presentation of facts, data, information, and persuasive arguments to support one's own positions and/or to mitigate or challenge the other party's positions.

A tactic used during one negotiation may not be successful or applicable to another negotiation, even with the same counterpart.

Good negotiators know that reaching agreement is the end of the negotiation process.

The source of _____ comes from interpersonal appeal based on socially acceptable individual qualities and attributes, such as one's personality or attractiveness.

Which of the following is not a reason for negotiating with suppliers?​

_____ involves inventing new options that satisfy each party's needs.

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

Which of the following is not a reason for negotiating with suppliers?