Question 1

_____ 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 2

_____ 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 3

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 4

Step 2 of Triangle Talk is _____.

Accepted Answer

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

Question 5

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

Accepted Answer

A)  Win-win negotiation 
B)  Distributive bargaining 
C)  Competitive bargaining 
D)  Lose-lose negotiation 
E)  Open-table bargaining 
A)  Win-win negotiation 
B)  Distributive bargaining 
C)  Competitive bargaining 
D)  Lose-lose negotiation 
E)  Open-table bargaining

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 8

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

Accepted Answer

A) True 
 B)False

Question 9

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 10

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.

Accepted Answer

A) True 
 B)False

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

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

Accepted Answer

A) True 
 B)False

Question 14

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

Accepted Answer

A) True 
 B)False

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

In win-win negotiation, if one party gains, it is only at the expense of the other party.

Accepted Answer

A) True 
 B)False

Question 17

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 18

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

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

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.

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

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

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

Step 2 of Triangle Talk is _____.

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

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

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

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

A/An _____ is considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.

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.

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.

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

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

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

In win-win negotiation, if one party gains, it is only at the expense of the other party.

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

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

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

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

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

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

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

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

Step 2 of Triangle Talk is _____.

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

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

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

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

A/An _____ is considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.

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.

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.

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

The issues that are most critical to a supplier are likely to be those most critical to a buyer.

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

In win-win negotiation, if one party gains, it is only at the expense of the other party.

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

People seldom show the tendency to fill in the gaps when a discussion encounters silence.

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

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

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

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