Question 1

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

Accepted Answer

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

Question 2

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature to document that mastery.

Accepted Answer

A)  referent power 
B)  legitimate power 
C)  coercive power 
D)  reward power 
E)  expert power 
A)  referent power 
B)  legitimate power 
C)  coercive power 
D)  reward power 
E)  expert power

Question 3

_____ 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

Question 4

All of the following are effective e-negotiating practices except _____.

Accepted Answer

A)  use a blended negotiation, starting with an initial face-to-face meeting or a telephone call to build essential rapport with the other party 
B)  establish common ground and interests to build mutual trust 
C)  use "emoticons" to counter the lack of nonverbal awareness 
D)  forward e-mail negotiations to the other party's immediate superior for verification 
E)  proofread the entire message, including addressees, before sending the e-mail out 
A)  use a blended negotiation, starting with an initial face-to-face meeting or a telephone call to build essential rapport with the other party 
B)  establish common ground and interests to build mutual trust 
C)  use "emoticons" to counter the lack of nonverbal awareness 
D)  forward e-mail negotiations to the other party's immediate superior for verification 
E)  proofread the entire message, including addressees, before sending the e-mail out

Question 5

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

Accepted Answer

A)  concurrent zone 
B)  agreement possibility 
C)  positive position 
D)  objective 
E)  bargaining zone 
A)  concurrent zone 
B)  agreement possibility 
C)  positive position 
D)  objective 
E)  bargaining zone

Question 6

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.

Accepted Answer

A) True 
 B)False

Question 7

Negotiation is a simple skill that applies to only a few purchasing and supply managers.

Accepted Answer

A) True 
 B)False

Question 8

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 9

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 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A)  Silence 
B)  Venue 
C)  Caucus 
D)  Take-it-or-leave-it 
E)  Low ball 
A)  Silence 
B)  Venue 
C)  Caucus 
D)  Take-it-or-leave-it 
E)  Low ball

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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.

Accepted Answer

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

Question 15

_____ 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 16

It is unimportant for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A)  Low ball 
B)  High ball 
C)  Boulwarism 
D)  Caucus 
E)  Trial balloon 
A)  Low ball 
B)  High ball 
C)  Boulwarism 
D)  Caucus 
E)  Trial balloon

Question 18

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 19

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the table and implement his or her next-best option.

Accepted Answer

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

Question 20

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Accepted Answer

A) True 
 B)False

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature to document that mastery.

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

All of the following are effective e-negotiating practices except _____.

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

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.

Negotiation is a simple skill that applies to only a few purchasing and supply managers.

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

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.

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

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

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

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

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.

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

It is unimportant for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

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

Step 3 of Triangle Talk is _____.

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the table and implement his or her next-best option.

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policy and Procedures

Supply Management Integration for Competitive Advantage

Purchasing and Supply Management Organization

Category 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

According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is desirable, appropriate, and correct.

A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a particular subject, often coupled with verifiable credentials and stature to document that mastery.

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

All of the following are effective e-negotiating practices except _____.

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

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.

Negotiation is a simple skill that applies to only a few purchasing and supply managers.

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

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.

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

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

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

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

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.

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

It is unimportant for the negotiator to have adequately prepared and established a thoughtful BATNA for each issue until after the negotiation has begun.

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

Step 3 of Triangle Talk is _____.

A/An _____ is also known as the negotiator's bottom line or reservation point, that is, that point in the negotiation where it is most advantageous for the negotiator to walk away from the table and implement his or her next-best option.

There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Introduction to Purchasing and Supply Chain Management

The Purchasing Process

Purchasing Policy and Procedures

Supply Management Integration for Competitive Advantage

Purchasing and Supply Management Organization

Category 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