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Exam 13: Negotiation and Conflict Management

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Question 51

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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 translation,travel,modes of transportation,and other foreign business requirements.

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Question 52

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

A) The total contract value or volume is large.
B) The purchase is for widely available, commodity-like goods.
C) The purchase involves complex technical requirements, perhaps even product and process requirements and specifications that are still evolving.
D) The purchase involves a special or collaborative relationship.
E) The supplier will perform important value-added activities.

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Question 53

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Which of the following is not one of the reasons that negotiators frequently fall short of their goals or reach impasse?

All buyer-supplier negotiations are relatively straightforward but require significant preparation and planning.

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

During an international negotiation,an interpreter might verbally communicate yet not fully convey the significance of unspoken actions,signals,and customs that may be invisible to the foreign or nonnative negotiator.

According to Cialdini,____ is a principle that states that we work well and are more agreeable with people we like or who are like us.

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

Step 1 of Triangle Talk is ____.

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

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

In ____,the parties work closely together to identify creative ways to expand available resources or generate new value obtained through a negotiated agreement.

All negotiation settlements must ultimately be judged disregarding the other viable alternatives that existed at the time of the agreement.

A negotiator's ____ can be defined as his or her opening offer,which represents the optimistic (or ideal) value of the issue being negotiated.

Negotiation is an inefficient way to convey the buyer's specific sourcing requirements and specifications to its supply base.

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 ____ refers to the overall approach used to reach a mutually beneficial agreement with a supplier that holds different points of view from the buyer.