Question 1

In the traditional approach to managing contracted relationships,________ are structured and guarded.

Accepted Answer

The answer of In the traditional approach to managing contracted...

Question 2

Too often project members respond to customer inquiries with technical jargon.Project members should speak the language of the ________.

Accepted Answer

The answer of Too often project members respond to customer...

Question 3

A partnering charter states the common goals for the project as well as the procedures that will be used to achieve these goals.

Accepted Answer

A) True 
 B)False

Question 4

In order to keep the customer happy and to keep perceptions about performance high,it is acceptable to falsely assure customers that everything is on track,especially if you feel that the problem will be resolved soon.

Accepted Answer

A) True 
 B)False

Question 5

Trust can be difficult to forge when interactions are limited and people come from different organizations.

Accepted Answer

A) True 
 B)False

Question 6

Best practices in outsourcing project work include all the following EXCEPT

Accepted Answer

A)  Well-defined requirements and procedures. 
B)  Training and team-building activities. 
C)  Well-established conflict management processes. 
D)  Frequent reviews and status updates. 
E)  Short-term,no-pressure outsourcing relationships.

Question 7

Many people approach _________ as if it is a competitive process.

Accepted Answer

The answer of Many people approach _________ as if it...

Question 8

Fisher and Ury champion the ________ negotiation approach to negotiation because it emphasizes win/win solutions while protecting yourself against those who would take advantage of your forthrightness.

Accepted Answer

The answer of Fisher and Ury champion the ________ negotiation...

Question 9

Discuss how key practices in the partnering approach to managing contracted relationships vary from those in the traditional approach regarding risk,length of commitment,and structure of project teams.

Accepted Answer

The answer of Discuss how key practices in the partnering...

Question 10

Discuss how key practices in the partnering approach to managing contracted relationships vary from those in the traditional approach for working relationships,goals,and communications.

Accepted Answer

The answer of Discuss how key practices in the partnering...

Question 11

When considering principled negotiation,keeping focus on the issues even when people become upset,frustrated,and even angry is an example of

Accepted Answer

A)  Separating people from the problem. 
B)  Being honest and forthright. 
C)  Focusing on interests,not positions. 
D)  Inventing options for mutual gain. 
E)  Using objective criteria.

Question 12

What does the acronym BATNA stand for?

Accepted Answer

A)  Best alternative to a negotiated agreement 
B)  Be able to negotiate an agreement 
C)  Better ability to negotiate an agreement 
D)  Best ability to have a negotiated agreement 
E)  Better agree than no agreement

Question 13

What does the acronym BATNA stand for and why is it important to being a successful negotiator?

Accepted Answer

The answer of What does the acronym BATNA stand for...

Question 14

When negotiating,the tendency is to want to win! Why is this not a good approach when managing contracted relationships?

Accepted Answer

A)  This approach inhibits the degree of trust and cooperation needed for the alliance to work 
B)  A noncompetitive approach can bring about functional conflict 
C)  This approach can cause dysfunctional conflict to rise and negotiations to break down 
D)  Because people have to continue to work together after negotiations 
E)  All of these are reasons a competitive approach to negotiation should not be used when managing contracted relationships

Question 15

The best defense against unreasonable,win/lose negotiators is having what Fisher and Ury call a strong __________.

Accepted Answer

The answer of The best defense against unreasonable,win/lose negotiators is...

Question 16

When you call your Internet provider to solve a technical problem and you end up talking to a technician in India or Romania,you have just experienced

Accepted Answer

A)  Telecommunications. 
B)  Partnering. 
C)  Outsourcing. 
D)  Service shift. 
E)  Bilingual customer service.

Question 17

Principled negotiation emphasizes developing win/win solutions while protecting yourself against those who would take advantage of your forthrightness.

Accepted Answer

A) True 
 B)False

Question 18

When using the partnering approach to manage contracted relationships,access to each other's organization resources is available.

Accepted Answer

A) True 
 B)False

Question 19

Conflict is inevitable on a project;however,if it is handled effectively,it can elevate performance.

Accepted Answer

A) True 
 B)False

Question 20

Participants from different organizations working close together at the construction site or in shared office space is an example of a virtual team.

Accepted Answer

A) True 
 B)False

Exam 12: Outsourcing: Managing Interorganizational Relations

In the traditional approach to managing contracted relationships,________ are structured and guarded.

Too often project members respond to customer inquiries with technical jargon.Project members should speak the language of the ________.

A partnering charter states the common goals for the project as well as the procedures that will be used to achieve these goals.

In order to keep the customer happy and to keep perceptions about performance high,it is acceptable to falsely assure customers that everything is on track,especially if you feel that the problem will be resolved soon.

Trust can be difficult to forge when interactions are limited and people come from different organizations.

Best practices in outsourcing project work include all the following EXCEPT

Many people approach _________ as if it is a competitive process.

Fisher and Ury champion the ________ negotiation approach to negotiation because it emphasizes win/win solutions while protecting yourself against those who would take advantage of your forthrightness.

Discuss how key practices in the partnering approach to managing contracted relationships vary from those in the traditional approach regarding risk,length of commitment,and structure of project teams.

Discuss how key practices in the partnering approach to managing contracted relationships vary from those in the traditional approach for working relationships,goals,and communications.

When considering principled negotiation,keeping focus on the issues even when people become upset,frustrated,and even angry is an example of

What does the acronym BATNA stand for?

What does the acronym BATNA stand for and why is it important to being a successful negotiator?

When negotiating,the tendency is to want to win! Why is this not a good approach when managing contracted relationships?

The best defense against unreasonable,win/lose negotiators is having what Fisher and Ury call a strong __________.

When you call your Internet provider to solve a technical problem and you end up talking to a technician in India or Romania,you have just experienced

Principled negotiation emphasizes developing win/win solutions while protecting yourself against those who would take advantage of your forthrightness.

When using the partnering approach to manage contracted relationships,access to each other's organization resources is available.

Conflict is inevitable on a project;however,if it is handled effectively,it can elevate performance.

Participants from different organizations working close together at the construction site or in shared office space is an example of a virtual team.