Question 1

What is principled negotiation and what are the four key points it is based upon?

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Question 2

What is partnering and why has it become popular for managing projects?

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Question 3

Discuss how key practices in partnering relationships vary with those in traditional practice for 1.risk, 2.length of commitment, and 3.structure of project teams.

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Question 4

"Team-building is nice to have for a project, but we really need to concentrate on the planning and technical challenges-that is the make-or-break point for this project." Agree or disagree? Support your answer.

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Question 5

Identify the four strategies offered by Dr.Adam Kolawa for overcoming poor communication with outsourcers.

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Question 6

Identify the four advantages to outsourcing project work.

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Question 7

A value of 1.5 is the accepted target for the Met-Expectations model of customer satisfaction.

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Under most circumstances, the most profitable arrangement occurs when the customer's expectations are only slightly exceeded.Returning to the mathematical model, with all other things being equal, one should strive for a satisfaction ratio of 1.05, not 1.5!

Question 8

Discuss how key practices in partnering relationships vary with those in traditional practice for 1.working relationships, 2.goals, and 3.communications.

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Question 9

Describe the Met-Expectations Model of Customer Satisfaction including the formula to calculate it.

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Question 10

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

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The best defense against unreasonable, win/lose negotiators is having what Fisher and Ury call a strong BATNA (best alternative to a negotiated agreement).They point out that people try to reach an agreement to produce something better than the result of not negotiating with that person.

Question 11

Identify the three steps you should take to confirm that the outsourcer thoroughly understands your requirements.

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Question 12

In the research highlight on IT project managers, different roles that are critical to the success of the project manager were discussed.Identify each of the five roles and briefly discuss them.

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Question 13

What is negotiation jujitsu?

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Question 14

In terms of Fisher and Ury's approach to negotiation, what is a BATNA and why is it important?

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Quiz 12: Outsourcing: Managing Interorganizational Relations