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ADVANCED NEGOTIATION L5M15 Paper 12*.
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Which of the following techniques can be used by the parties to managing risks in long term supply contracts? Select TWO that apply
Most negotiations require the buyer to be having an alternative for in case the negotiation does not go as planned, normally called bets alternative to a negotiated agreement (BATNA). Which of the following is not an advantage of having a best alternative to a negotiated agreement?
There are a number of negotiation options that the parties to the negotiation may use during the negotiation meeting. Which of the following best describes brickmanship option to the negotiation?
Demonstrating which of the following characteristics to the other party is the most important when attempting to build a good and sincere working relationship?
- Trust
- Logic
- Leadership
- Integrity
In distributive negotiations the parties use their bargaining power to get the best deal at the expense of the other party. This type of negotiation is characterized by both parties being too structured to achieve what they have outlined in their pre negotiation planning and preparation. This approach is more likely to result in deadlocked negotiation where the parties can no longer reach any further agreement. Which of the following are the measures to be used by the parties in unlocking a deadlocked negotiation?
- Avoid taking any break until the parties reach an agreement that favors all
- Bring in a third party such as the user of the product to alter the dynamic of the meeting
- Have a good understanding of the common ground and where they may have been a misunderstanding
- Terminate the negotiation and move on the best alternative to a negotiated agreement
The 5 conflict management style orientations are:
Field analysis should be conducted prior to a negotiation
When its not possible for both sides to satisfy their interests or obtain their objectives under the current conditions, a simple solution is to add resources by expanding the pie so that both sides can achieve their objectives.
What is the purpose of a negotiation?
For a high value or high risk project, which of the following would be key in a negotiation?
In preparing for a negotiation it is important to do your research first. An inhouse procurement analysist for ABC Company has completed some research and will present this to the team before negotiations begin. Which of the following could he/she use to organise the data? Select 2
In preparing for a negotiation, an analysis of the overall strategy can result in improved tactical planning and a better overall outcome. Is this sentence TRUE?
Which of the following is an advantage to having an agenda within a negotiation? Select 2
Different negotiation outcomes are required in different circumstances. In a 'Yellow' circumstance, where there is high risk and high value, which of the following is the best approach?
TYD is a manufacturer of furniture who has several types of customers. One of its customers TYD considers a 'nuisance customer'. What approach would TYD take with this customer?
Kelly is a Lead Negotiator for Sunnyside Inc and is preparing for an important meeting with her supplier. Her approach to the negotiation is to appear warm and tough. Which of the following behaviours should Kelly exhibit?
Georgia is entering into a negotiation with a supplier she knows very well. They have worked together for years and there is a new opportunity that Georgia would like to run past the supplier. Georgia's manager has asked that she ensures that she frames the agenda at the beginning of the meeting. What does this mean?
Party City Ltd is in a negotiation with an important supplier called Cuppa Inc. The negotiation is extremely important for both businesses and the stakes are high. After two hours of negotiation, there appears to be a deadlock. Which of the following should Party City Ltd do?
Khalid has just finished a negotiation with a supplier and now needs to communicate the outcome of the negotiation to his stakeholders. He has one stakeholder who has a high level of importance but is not very interested. What approach should Khalid take?
What is meant by marginal gains?
Which of the following incentives encourages innovation?
Which of the following is not an example of an environmental KPI?
The quality of being honest and having strong moral principles is known as what?
Oscar is new to Piddly Co and will be part of the negotiation team in an upcoming meeting with a supplier. Oscar's brother is the CEO of the supplier. Which of the following behaviours is this an example of?
When it is apparent that a discussion is being driven by a consideration which has not openly been disclosed and therefore leaves one party at a disadvantage, this is known as what?
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