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ADVANCED NEGOTIATION L5M15 Paper 5*.
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2.
When it is 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.
3.
Field Analysis should be conducted prior to a negotiation.
4.
Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information
5.
Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
7.
Conflict can never be constructive
8.
The five conflict management style orientations are:
9.
Which of the following is not a major source of power from one of the five different groupings named by Lewicki?
10.
Which one of the following is not true of win-lose negotiations?
11.
“_____ analysis” can be used to assess all the key parties in a negotiation.
12.
Principled negotiation (Win-win) consists of:
Separating ____ from the problem
13.
Focus on _____, not ______
14.
Invent _____ for Mutual Gain
15.
Insist on Using Objective _______
16.
In a partnerhsip relationship buyer and supplier work together to achieve _____ benefits. Each party is committed to continuous improvement, and elimination of _____ in the supply chain. The relationship is designed to achieve rewards that will be shared by both parties
17.
"What are the other's real underlying interests and needs?" is a question that can facilitate which of the following processes.
18.
There are THREE forms of power in buyer-supplier relationships.- Overt, covert and ______
19.
The Mendelow Matrix is a useful matrix for determining the potential influence of the stakeholder groups of an organisation. It looks at two dimensions –the level of ______ the group has in the organisation, and the level of _____ they have over the project.
20.
ZOPA stands for zone of probable agreement
21.
A zero-sum situation is also known by another name. Which of the following is that?
22.
A relationship with a supplier can be either competitive or collaborative. The study guide places them in this order: Adverserial, Arms-length, Transactional, Closer tactical ,Single sourced ,Outsourcing, , Partnerhship, Strategic alliance and Co-destiny.
23.
Which of the following best represents what happens at the post-negotiation stage?
24.
A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
25.
Internal stakeholders of a company exercise their power via which of the following?
