Question 1

Which of the following is not one of the major steps in the typical negotiation process?

Accepted Answer

Litigation prevention is not a major step in the typical negotiation process. The other options - preparation, establishment of objectives, and face to face discussions - are all important steps in negotiation.

Question 2

Which of the following is usually not one of the objectives of a negotiation with a supplier?

Accepted Answer

Cultural values are not typically a main objective in a negotiation with a supplier. The other options listed - quality, fair and reasonable price, on-time performance, and cooperation - are all common objectives in supplier negotiations.

Question 3

Which of the following is not an advantage of online negotiation?

Accepted Answer

Psychological separation may make the termination of the relationship easier, but it is not necessarily an advantage of online negotiation. The other options listed are advantages of online negotiation.

Question 4

Which of the following is not one of the universally applicable techniques of negotiation?

Accepted Answer

Use of negative statements is not a universally applicable technique of negotiation. In fact, it can create a negative atmosphere and hinder progress in the negotiation process. The other options (A, B, D, and E) are widely accepted as effective negotiation techniques.

Question 5

Which of the following is a traditional non-cost objective in a negotiation?

Accepted Answer

Liability for claims and damage is a traditional non-cost objective in a negotiation, as it involves determining responsibility in case of any claims or damages that may arise during the negotiation or after the deal is done. The other options listed (B, C, D, E) all relate to costs in some way.

Question 6

Which of the following is a reason to engage in bidding instead of negotiation?

Accepted Answer

Bidding is often preferred when tooling and setup costs are a small percentage of the supplier's total costs because it suggests that the production process is relatively standardized, making it easier to compare bids from multiple suppliers on a cost basis.

Question 7

Among the disadvantages of online negotiations are: it forces a focus on the issues,it eliminates fun vacations tied into trips to conduct the negotiation,and it does not lock the negotiators into a specific time for conducting the negotiation.

Accepted Answer

The statement lists advantages of online negotiations, not disadvantages. The correct disadvantages could include increased difficulty in building rapport and establishing trust, lack of nonverbal cues, technology issues, and difficulty in controlling the negotiation environment.

Question 8

Which of the following is not a common stage of face-to-face discussions?

Accepted Answer

Mediation is a process often used to resolve disputes or conflicts with the help of a neutral third party, rather than a common stage of face-to-face discussions which typically involve direct interaction between the parties themselves without an intermediary.

Question 9

Which of the following is not a typical collaborative and alliance negotiating technique?

Accepted Answer

Using diversions is not a typical collaborative and alliance negotiating technique. The other options (B, C, D, and E) are all strategies commonly used in collaborative and alliance negotiations.

Question 10

Which of the following is not a powerful preparation activity or tool for negotiation presented in the textbook?

Accepted Answer

Historical Price Data Sheets are not presented as a powerful tool for negotiation in the textbook. The other options - Agenda, Murder Boards, Mock Negotiations, and Draft Agreements - are all discussed as effective preparation activities or tools for negotiation.

Question 11

Which of the following is not one of the transactional techniques of negotiation?

Accepted Answer

The answer of Which of the following is not one...

Question 12

Which of the following is not a condition that demands negotiation?

Accepted Answer

The market consisting of an adequate number of sellers does not necessarily require negotiation as there may be a competitive environment that allows for standard pricing without negotiation.

Question 13

Which of the following is not a general guideline for the debriefing that should occur after a negotiation has been completed?

Accepted Answer

The guideline that the debriefing should be done by managers other than the negotiation team is not a general guideline for the debriefing. In fact, it is recommended that the negotiation team themselves participate in the debriefing in order to reflect on their own performance and identify areas for improvement.

Question 14

Which of the following is a traditional non-cost objective in a negotiation?

Accepted Answer

Warranty terms and conditions are a non-cost objective in a negotiation as they relate to the terms and conditions of the product's warranty, rather than the actual cost of producing or selling the product. Factors such as warranty duration, coverage, and responsibility for repairs can be negotiated without directly impacting the cost of the product. Choices A, B, C, and D are all cost objectives, as they relate to the expenses involved in producing or selling the product.

Question 15

Which of the following is a reason to engage in bidding instead of negotiation?

Accepted Answer

Engaging in bidding instead of negotiation is often chosen when the supplier is not involved in the design process. This is because the specifications can be clearly defined and made standard for all bidders, making the process more straightforward and less subjective than negotiations might be.

Question 16

Which of the following is a traditional cost objective in a negotiation?

Accepted Answer

Wage rates are a traditional cost objective in a negotiation, as they directly affect the cost of labor involved in the production of a good or service. The other choices listed may also be negotiation objectives, but are not specifically focused on cost.

Question 17

Which of the following is not a determinate of the seller's bargaining strength?

Accepted Answer

The number of full-time employees the company has is not necessarily relevant to the seller's bargaining strength in a particular negotiation. Other factors such as the seller's alternatives, the buyer's demand for the product or service, and the current market conditions may be more important determinants of bargaining strength.

Question 18

In preparation for a negotiation,the negotiator must research a variety of issues.Which is not one of the issues presented in the textbook?

Accepted Answer

The textbook does not suggest that a negotiator should have alternatives ready to threaten the supplier. The focus is on understanding the item or service, analyzing bargaining positions, conducting a price or cost analysis, and being aware of cultural nuances. Threats should not be the go-to strategy in negotiation, as it can harm the relationship between the two parties. Instead, negotiators should focus on finding mutually beneficial solutions.

Question 19

Which of the following is not a general guideline when creating and organizing negotiation teams for sourcing supplies from suppliers?

Accepted Answer

It is not necessary for the design engineer to serve as leader of the negotiation team. The team leader should be chosen based on their negotiation experience and skills, and should be able to effectively manage the team and the negotiation process.

Question 20

Which of the following is a traditional cost objective in a negotiation?

Accepted Answer

The answer of Which of the following is a traditional...

Quiz 16: Negotiation

Which of the following is not one of the major steps in the typical negotiation process?

Which of the following is usually not one of the objectives of a negotiation with a supplier?

Which of the following is not an advantage of online negotiation?

Which of the following is not one of the universally applicable techniques of negotiation?

Which of the following is a traditional non-cost objective in a negotiation?

Which of the following is a reason to engage in bidding instead of negotiation?

Among the disadvantages of online negotiations are: it forces a focus on the issues,it eliminates fun vacations tied into trips to conduct the negotiation,and it does not lock the negotiators into a specific time for conducting the negotiation.

Which of the following is not a common stage of face-to-face discussions?

Which of the following is not a typical collaborative and alliance negotiating technique?

Which of the following is not a powerful preparation activity or tool for negotiation presented in the textbook?

Which of the following is not one of the transactional techniques of negotiation?

Which of the following is not a condition that demands negotiation?

Which of the following is not a general guideline for the debriefing that should occur after a negotiation has been completed?

Which of the following is a traditional non-cost objective in a negotiation?

Which of the following is a reason to engage in bidding instead of negotiation?

Which of the following is a traditional cost objective in a negotiation?

Which of the following is not a determinate of the seller's bargaining strength?

In preparation for a negotiation,the negotiator must research a variety of issues.Which is not one of the issues presented in the textbook?

Which of the following is not a general guideline when creating and organizing negotiation teams for sourcing supplies from suppliers?

Which of the following is a traditional cost objective in a negotiation?