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ADVANCED NEGOTIATION L5M15 Paper 15*.
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1.
Which of the following are advantages of videoconferencing?
- It is convenient and quick to arrange
- Participants can share screens and information easily
- It allows negotiators to see facial expressions and gestures
- It results in better outcomes than face-to-face meetings
- It helps build trust by enabling more regular interaction
2.
When might 'crowdsourcing' be useful in a negotiation?
3.
Procurement or contract risk can come in many forms. A STEEPLE analysis can provide some awareness of potential risk factors. Which of the following factors are included within a STEEPLE analysis?
4.
When assessing risks of a potential negotiation, you should mitigate all risks that are found. Is this the correct approach?
5.
Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty?
- Using hardball negotiation techniques
- Lack of a fixed agenda
- Favouritism
- Exaggerated claims
6.
Sarah is a procurement manager at LRD Ltd. She has just finished a negotiation meeting with a supplier and approached the meeting with a win: lose attitude. She did not act with integrity and used deceptive techniques in order to achieve her goals. Which of the following are consequences of this approach to negotiation?
- Sarah achieved all of her objectives
- The approach may damage the long-term relationship
- The contract may be rendered void
- The supplier will have more respect for Sarah
7.
The negotiation tactic in which a person enters with a set of preconceived ideas and attacks the opposition rather than working towards a Wise Agreement is known as what?
8.
Principled Negotiation is an approach which attempts to achieve what outcome in a negotiation?
9.
Sarah is the Procurement Manager at a manufacturing company. She has been advised that the best approach to a negotiation with a key supplier is the Principled Approach. Which of the following must Yi Ting remember about this approach to negotiation?
- Do not deviate from the agenda
- Separate people from problems
- She will be negotiating alone
- Focus on interests, not positions
10.
In what circumstances would it be acceptable to use gamesmanship and brinkmanship tactics in a negotiation?
11.
When may the outcome of a negotiation be described as win: perceived win?
12.
What is meant by the 'Power Approach' to negotiation?
13.
The extent to which hierarchy and subordinate relationships are accepted is known as which dimension on Hofstede's cultural dimensions?
14.
Which of the following is a soft skill that is important in procurement and supply?
15.
Rationalising is the use of logic, facts and reason in a negotiation. This is a pull style of influencing, is this correct?
16.
Which of the following tactics would be considered a 'hard' tactic in a negotiation?
17.
In Herzberg's 2 Factor Theory- which of the following factors affects motivation?
- Fun factors
- Hygiene factors
- Demotivation factors
- Motivation factors
18.
A Manager who identifies an issue and discusses it with the team, taking on board their input, is using which of the following leadership strategies?
19.
Which of the following influencing styles is most suitable for a high risk high value project in which the aim is to form a partnership with another organisation?
20.
In an exploitative authorities form of management, which of the following is true?
21.
Which of the following sentences about the Human Relationship approach to company structure is not true?
