Chapter 13 — Negotiation and Conflict Management
59. Step 3 of Triangle Talk is _____.
a.
apply tactics to win the negotiation
b.
know exactly what you want
c.
use power to get what you want
d.
propose action in a way they can accept
e.
know exactly what they want
Easy
Analytic
60. 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 utilization of capital-intensive plant and equipment.
d.
The purchase involves a special or collaborative relationship.
e.
The supplier will perform important or significant value-added activities.
61. _____ are the action plans designed to help achieve a desired result.
a.
Arguments
b.
Questions
c.
Strategies
d.
Objectives
e.
Tactics
Easy
Analytic
62. A/An _____ is an aspiration or vision to work toward in the future.
a.
need
b.
objective
c.
plan
d.
BATNA
Analytic
Chapter 13 — Negotiation and Conflict Management
e.
position
Easy
Analytic
63. Which of the following is not one of the reasons that negotiators frequently fall short of their goals or reach an
impasse?
a.
They neglect the other party’s problems.
b.
They focus too much on price.
c.
They focus too much on common ground.
d.
They neglect their BATNAs.
e.
They focus on interests rather than on positions.
64. A/An _____ is a method or scheme devised for making or doing something to achieve a desired end.
a.
want
b.
objective
c.
BATNA
d.
plan
e.
position
Easy
Analytic
65. In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify.
a.
fact
b.
issue
c.
position
d.
interest
e.
BATNA
Easy
66. A/An _____ is an item or topic to be resolved during the negotiation.
Chapter 13 — Negotiation and Conflict Management
a.
BATNA
b.
issue
c.
interest
d.
position
e.
fact
Easy
Analytic
67. The area of overlapping positions among issues, when there is one, between the negotiators is termed the _____.
a.
concurrent zone
b.
agreement possibility
c.
positive position
d.
objective
e.
bargaining zone
Easy
Analytic
68. 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.
a.
tactics
b.
positioning
c.
strategy
d.
conflict
e.
None of the above.
Easy
Analytic
69. _____ is/are the ability to influence another person or organization to do something.
a.
Positions
b.
Planning
c.
Strategy
d.
Power
e.
None of the above.
Easy
70. _____ is ready access to relevant and useful information and relies on trying to influence the other party through the
cogent presentation of facts, data, information, and persuasive arguments.
a.
Information power
b.
Reward power
c.
Coercive power
d.
Legitimate power
e.
Referent power
71. _____ means that one party is able to offer something of perceived value to the other party.
a.
Referent power
b.
Informational power
c.
Expert power
d.
Coercive power
e.
Reward power
72. _____ includes the ability to punish the other party – financially, physically, emotionally, or mentally.
a.
Reward power
b.
Coercive power
c.
Legitimate power
d.
Expert power
e.
Referent power
73. The basis of _____ is the official job position or title that an individual holds, rather than the characteristics of the
individual him/herself.
a.
informational power
b.
referent power
Chapter 13 — Negotiation and Conflict Management
c.
legitimate power
d.
coercive power
e.
expert power
74. A negotiator with _____ is recognized as having accumulated and mastered a high level of knowledge about a
particular subject, often coupled with verifiable credentials and stature to document that mastery.
a.
referent power
b.
legitimate power
c.
coercive power
d.
reward power
e.
expert power
75. The source of _____ comes from interpersonal appeal based on socially acceptable individual qualities and attributes,
such as one’s personality or attractiveness.
a.
informational power
b.
expert power
c.
coercive power
d.
referent power
e.
physical power
76. A _____ is a movement away from a negotiating position that offers something of value to the other party in order to
ultimately gain something else of value.
a.
reward
b.
concession
c.
coercive maneuver
d.
tactic
e.
strategy
Easy
77. _____ is a negotiation tactic that involves one party, often the seller, offering an unusually low price to receive a
buyer’s business.
a.
Low ball
b.
High ball
c.
Boulwarism
d.
Caucus
e.
Trial balloon
Easy
Analytic
78. _____ is a negotiation tactic that involves taking a time out.
a.
Silence
b.
Venue
c.
Caucus
d.
Take-it–or-leave-it
e.
Low ball
Easy
Analytic
79. _____ is a negotiation tactic that is a test of acceptability.
a.
Take-it–or-leave-it
b.
Best and final offer
c.
Price increase
d.
Trial balloon
e.
Honesty and openness
Easy
Analytic
80. _____ is a negotiation tactic that involves taking an abnormally high initial position on an issue.
a.
Low ball
b.
High ball
c.
Best and final offer
d.
Curve ball
Analytic
Chapter 13 — Negotiation and Conflict Management
e.
Knuckleball
Easy
Analytic
81. _____ is a negotiation tactic that often signals the end of a negotiation on a given issue.
a.
Venue
b.
Silence
c.
Planned concessions
d.
Trial balloon
e.
Best and final offer
Easy
Analytic
82. _____ is a negotiation tactic that involves not immediately responding when the other party makes an offer in the hope
that an awkward silence will encourage further offers or concessions from the other party.
a.
Trial balloon
b.
Silence
c.
High ball
d.
Questions
e.
Planned concessions
Moderate
Analytic
83. _____ is a negotiation tactic that signals that it is now the other party’s turn to reciprocate and make a concession on
an important issue.
a.
Venue
b.
Low ball
c.
Honesty and openness
d.
Best and final offer
e.
Planned concessions
Easy
Analytic
84. _____ is a negotiation tactic in which the negotiator insists on negotiating in a location that is more favorable to
him/her.
a.
Consistency
b.
Caucus
c.
Venue
d.
Low ball
e.
High ball
Easy
Analytic
85. According to Cialdini, _____ is a principle which states that people feel an obligation to give something back of equal
or greater value to someone else after we have received something of perceived value from them.
a.
social proof
b.
authority
c.
consistency
d.
reciprocation
e.
scarcity
Moderate
Analytic
86. According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.
a.
scarcity
b.
liking
c.
social proof
d.
reciprocation
e.
consistency
Easy
Analytic
87. According to Cialdini, _____ is a principle which states that we look to the behavior of others to determine what is
desirable, appropriate, and correct.
a.
social proof
b.
liking
c.
consistency
d.
scarcity
e.
authority
Chapter 13 — Negotiation and Conflict Management
Easy
Analytic
4
88. According to Cialdini, _____ is a principle which states that we work well and are more agreeable with people we like
or who are like us.
a.
leverage
b.
liking
c.
authority
d.
reciprocation
e.
consistency
b
Easy
Analytic
4
89. According to Cialdini, _____ is a principle which states that we are more likely to accept the positions, arguments, and
direction from recognized authority figures.
a.
liking
b.
consistency
c.
scarcity
d.
social proof
e.
authority
Easy
Analytic
4
90. _____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger
share.
a.
Lose-lose negotiation
b.
Win-lose negotiation
c.
Winner-take-all negotiation
d.
Integrative bargaining
e.
None of the above.
b
Easy
Analytic
4
91. _____ seeks to expand the value or resources of outcomes available to all parties through cooperative negotiation.
a.
Win-win negotiation
b.
Distributive bargaining
c.
Competitive bargaining
d.
Lose-lose negotiation
e.
Open-table bargaining
92. In _____, the parties work closely together to identify new and creative ways to expand available resources or
generate new value obtained through a negotiated agreement.
a.
logroll
b.
use non-specific compensation
c.
cut the costs for compliance
d.
expand the pie
e.
find a bridge solution
d
Easy
Analytic
93. In _____, the parties identify more than one issue where disagreement exists and then agree to trade off these issues so
that each party has one of its top-priority issues satisfied.
a.
use non-specific compensation
b.
cut the costs for compliance
c.
expand the pie
d.
find a bridge solution
e.
logroll
94. In _____, one party achieves his or her objective on an issue, whereas the other receives something else of value as a
reward for going along.
a.
use nonspecific compensation
b.
logroll
c.
expand the pie
d.
find a bridge solution
e.
cut the costs for compliance
Chapter 13 — Negotiation and Conflict Management
Moderate
Analytic
5
95. In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller’s costs or the
joint transaction costs of doing business together.
a.
logroll
b.
expand the pie
c.
cut the costs for compliance
d.
find a bridge solution
e.
use non-specific compensation
Moderate
Analytic
5
96. _____ involves inventing new options that satisfy each party’s needs.
a.
Expand the pie
b.
Find a bridge solution
c.
Logroll
d.
Cut the costs for compliance
e.
Use non-specific compensation
b
Easy
Analytic
5
97. _____ occurs as a result of negotiators being immersed in a place in which their established norms have been
confronted and may no longer be applicable.
a.
Win-win negotiation
b.
Competitive bargaining
c.
Reciprocation
d.
Consistency
e.
Culture shock
Easy
Analytic
6
98. All of the following are effective e-negotiating practices except _____.
Chapter 13 — Negotiation and Conflict Management
a.
use a blended negotiation, starting with an initial face-to-face meeting or a telephone call to build essential
rapport with the other party
b.
establish common ground and interests to build mutual trust
c.
use “emoticons” to counter the lack of nonverbal awareness
d.
forward e-mail negotiations to the other party’s immediate superior for verification
e.
proofread the entire message, including addressees, before sending the e-mail out