59.
People who resolve conflict in negotiations in the _____ mode are often both
uncooperative and unassertive.
60.
Jane doesn’t like conflict. In a negotiation, she rarely objects to what the other side
proposes, and she seldom agrees to anything. She acts like she does not want to be
involved in the negotiation at all. Jane is most likely to resolve conflict in negotiation in the
_____ mode.
61.
The representative of a packaged food service informed Carla, the cafeteria manager of a
university, that the company would be making bulk deliveries every two weeks instead of
its current weekly service. Carla complied even though this delivery schedule would
require her to make extra arrangements to store the food. In this scenario, Carla’s
approach to conflict resolution reflects the _____ mode.
62.
People who use the compromising mode to resolve conflicts:
63.
A salesperson who uses the _____ mode tries to reach an agreement that does not
completely satisfy either of the parties.
64.
A negotiator says, “Can’t we all just get along and split the extra costs down the middle?”
From this statement, it can be said that the negotiator is using the _____ mode of conflict
resolution.
65.
A person who is both cooperative and assertive is in the _____ mode of resolving conflicts.
66.
Emily opens a negotiation session by saying, “I think we’re all here today looking for a win–
win deal. Unless we all leave this table feeling that we have satisfied our objectives as
much as possible under the given circumstances, I’m going to consider this negotiation a
failure.” Emily most likely resolves conflict in the _____ mode.
67.
The best situation, from a negotiation standpoint, would be to have on both teams a
number of people who generally use the _____ to resolve conflicts.
68.
_____ is a strategy used by some buyers to engage in a win-lose tactic of negotiation when
the other party does not expect it.
12–26
69.
John is the owner of a chain of restaurants in Texas. When tilers from Johnson Tiles were
laying tiles in one of the restaurants’ newly refurbished restrooms, John calmly tells the
salesperson of Johnson Tiles, “We need to renegotiate the price of these tiles. I have
learned that you charge a 50 percent markup, and as a small-business owner, I find that
unacceptable.” Which of the following win-lose strategies is most likely being used by
John in this scenario?
70.
Maggie, a human resource executive of a software company, booked a weekend executive
retreat for a few employees at a holiday resort in Alaska. The arrangements were made,
and she paid an advance. Later, the resort owner called her and said, “If your group does
not check out by 8:00 a.m. on Sunday, I will have to charge them for the entire day.”
Identify the win-lose strategy used by the resort owner.
71.
Which of the following statements is FALSE about negotiation preliminaries?
72.
Which of the following statements is true about negotiation preliminaries?
73.
Which of the following statements about the agenda for a negotiation is mandatory?
74.
Why is it usually advantageous to not place key issues of a negotiation at the very
beginning of the agenda?
75.
Which of the following is an appropriate guideline for effective negotiations?
76.
_____ is a win-lose strategy in which one team brings up a minor point first to distract the
other team from considering the main issue.
77.
Purge Purifying Systems, which manufactures filtration systems for industries, has
entered into a U. S. $50 million deal with Fabon Fabrics Inc. During a negotiating session,
Alex, a member of the sales team reacted, “Who are you trying to kid? You need our
company’s filtration systems to maintain your product quality. You have to pay an extra
$20 per system and just cut costs somewhere else.” Monroe, the team leader of the sales
team interrupted him and said, “Now wait a minute. These are our friends you are talking
to. How about we only charge $10 extra per system and split the shipping charges with
you? Does that not sound fair?” Identify the win-lose strategy adopted by the sales team
of Purge Purifying Systems.
78.
Clare, a florist, opened a new store and wanted to purchase a new refrigeration display
cabinet for fresh-flower arrangements. She entered into a deal with Alpha Refrigeration
Systems for two refrigeration units at $600 each. But, after delivering the units, the
salesperson demanded another $100 as delivery charges, which was not mentioned in the
deal. Identify the win-lose strategy used by the salesperson.
79.
Fred, the owner of Blue Blooms, was interested in the poinsettia tree racks manufactured
by Creative Furniture Company. In a negotiation session, he said, “I would love to buy
three of the poinsettia tree racks manufactured by your company. It would provide me with
much more space to display my plants. But my budget allows only $900 total, including all
delivery costs. You have to reduce the price from $1200 to $900, or else I cannot afford it.”
Identify the win-lose strategy used by Fred.
80.
Brenett, a celebrity, wants to enter into a contract with Valley World, a landscaping
company. During a negotiation session, Brenett says, “I would like to do business with
your landscaping firm, but companies in your industry do not tend to last more than a
couple of years. I also heard a rumor that your partner is thinking of disinvestment. You
must be difficult to work with. Maybe I should wait.” Identify the win-lose strategy used by
Brenett in this scenario.
Short Answer Questions
81.
A sales team from Goodway Inc. enters negotiations with a large poultry processing
company. Its objective is to sell the company 40 pressure washers with a 5 percent
quantity discount and a share of all shipping costs. But, it will walk away from the
negotiation table satisfied if it can convince the company to buy 20 washers with a 2
percent discount. What other type of objective does it need to develop?
82.
Which type of meeting allows people to creatively explore various methods of achieving
goals?
83.
A hospital’s goal is to buy new x-ray equipment for its oncology unit. If the negotiation
team cannot get the x-ray equipment salesperson to agree to free on board (FOB)
destination, it will try to get a 5 percent reduction in price, failing which the negotiation
team will want a 3/10, n/30 arrangement. What kind of planning has the hospital
negotiation team done prior to the beginning of the negotiation?
84.
In the context of conflict-handling behavior modes, what are the characteristics of people
in the accommodating mode?
85.
Describe the characteristics of people who handle conflicts in the compromising mode.
86.
Which negotiation mode do salespeople who are both assertive and cooperative and who
attempt to seek the satisfaction of both parties use?
87.
Discuss the philosophy of win-win not yet negotiating in a negotiation session.
88.
When Betty asked a sales representative to provide free shipping and a 40 percent
reduction in price, the sales representative was stunned. Betty’s partner then informed the
representative that free shipping and a 10 percent reduction in price would be more
reasonable. What negotiating strategy were Betty and her partner using?
89.
After completing negotiation for a new computer system, Jane, the salesperson, added,
“Oh, there is also a $5,000 installation and instruction charge.” Which win-lose negotiation
tactic did Jane use?
90.
Aaron averted the browbeating from a buying team member and refocused deliberations to
the issue being discussed. Which negotiation strategy did Aaron use?
Essay Questions
91.
Discuss briefly the two radically different philosophies that guide negotiations.
92.
Richard is the negotiator in a business deal between Sumitama Industries and Motocop
Industries. What are the traits that Richard must have to successfully negotiate this deal?
93.
Based on the dimensions of assertiveness and cooperativeness, researchers have
identified five negotiation modes. List them.
94.
Describe how a salesperson will use the competing mode of negotiation.
95.
Explain lowballing.
96.
Discuss the importance of setting several objectives, or positions, in a negotiation
meeting.
97.
Newbook publishing has just negotiated a contract with an important author. At the end of
the negotiations, the author, Pat Conray, makes a “nibbling” request. Create a nibbling
request that Pat is most likely to have used.
98.
What is the best way to respond to a negotiator who has just thrown his pen across the
room and screamed, “We can’t pay anymore for what you are willing to offer! You are
being inconsiderate”?
99.
Create a plausible scenario of browbeating followed by negotiation jujitsu.
100.
Describe three guidelines for making concessions.