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Quick Check - Topic 12

QuestionAnswer
Negotiations that involve both value creation and value claiming are referred to as . . .? - Inter-organizational negotiations - Integrative negotiations - Delta negotiations - Ambassador negotiations - Demise negotiations Integrative negotiations
A negotiation that is arm’s length, adversarial, and even confrontational is called a . . .? - Integrative negotiation - Hard stop negotiation - Pareto negotiation - Hard place negotiation - Distributive negotiation Distributive negotiation
Integrative negotiations are also sometimes referred to as: - Win-win - 3D negotiations - Win-lose - Win-win-win Win-win
If you are involved in an integrative negotiation, you focus on value creation and avoid value claiming at all costs. - True - False False
The ZOPA is formed by . . .? - Your BATNA and the other party’s BATNA - Your RV and the other party’s RV - Your target value and the other party’s target value - All of the above Your RV and the other party’s RV
The ceiling of the ZOPA is formed by . . .? - Your RV - The supplier’s BATNA - The supplier’s target value - Your BATNA - The supplier’s BATNA Your RV
The term BATNA stands for . . .? - Better Alternative to Negotiating an Agreement - Best Altercation to No Avail - Best Alternative to a Negotiated Agreement - Better At True Negotiation Attitude Best Alternative to a Negotiated Agreement
Which of the following is NOT a common “process” negotiating mistake? - Don’t invest time - Lack convincing positions - Failing to ask - Don’t understand counterpart Failing to ask
Which of the following should you ask to develop an effective negotiation plan? - Are you claiming value? - What are the facts? - What are the issues? - How strong are your positions? - What concessions are you willing to make? - All of the above All of the above
Which of the following is NOT a tactic that you would use during a distributive negotiation? - Pursue interests - Walk away - Point out dings - Set a deadline Pursue interests
What is the key to pursuing interests? - Set a deadline and Probe - Use anchors and set a deadline - Explore possibilities and use anchors - Probe and explore possibilities Probe and explore possibilities
Threats can help you move the negotiation forward whether you are ready to end the negotiation or not. - True - False False
Which is the following is a tactic that you would use to move a negotiation toward an integrative negotiation? - Pursue interests - Explore possibilities - Build trust - Share benefits - All of the above All of the above
If you are confident about the _____, it is generally best to make the first offer. - Shifting focus - Supplier’s responsiveness - Reflexive point - ZOPA - Timeframe ZOPA
After completing a negotiation, you learn that your first offer was above the supplier’s RV. This was probably a good first offer. - True - False False
As a supply manager, by making an aggressive first offer, you can form a/n _______ which might help to drive down price. - Anchor - Floor - Ceiling - Elevation point - Price point Anchor
Created by: tgalless
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