ADVANCED NEGOTIATION L5M15 Paper 5* Leave a Comment / By Admin / October 29, 2024 Before you begin ✍️ You are about to practice the questions set for ADVANCED NEGOTIATION L5M15 Paper 5*. Please put away any distractions and focus all your efforts on passing. ⏱️Time limit: 1 hour 30 minutes At the end of your examination practice, you will 📝 View your grade ✅ View the correct answers NOTE: The answers provided haven't been verified by an official CIPS-affiliated entity, therefore consider discussing your concerns with the instructor or fellow students for clarification. To begin your exam practice, wait a few seconds for the start button to appear, then tap the START button. "We're rooting for you all the way!" All the best. 😃 BATNA stands for best assignment to a negotiated agreement best alternative to a negotiated agreement. BATNA stands for none of the above. best alternative to a negative assignment best alternative to a negative agreement None 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. True False None Field Analysis should be conducted prior to a negotiation. True False None Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information True False None Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal. False True None MIL is the same as ZOPA True False None Conflict can never be constructive True False None The five conflict management style orientations are: Competing, accommodating, avoiding, collaborating, and compromising Competing, accommodating, avoiding, competition, and compromising Competing, accommodating, avoiding, collusion, and conflict Competing, accommodating, avoiding, cooperation, and compromising None Which of the following is not a major source of power from one of the five different groupings named by Lewicki? Contextual sources of power Personal sources of power Informational sources of power Relationship-based sources of power Organizational sources of power None Which one of the following is not true of win-lose negotiations? low information sharing Goal is victory Make threats Value claiming Distributive Focus on positions Use reason None “_____ analysis” can be used to assess all the key parties in a negotiation. Field Financial STEEPLED Positional None Principled negotiation (Win-win) consists of: Separating ____ from the problem problem Mutual Gain positions people None Focus on _____, not ______ Focus on positions, not interests Focus on options, not interests Focus on interests, not positions Focus on win, not positions None Invent _____ for Mutual Gain Strategies Resources Solutions Options None Insist on Using Objective _______ Criteria Standards Opinions Measures None 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 individual mutual waste complexity "What are the other's real underlying interests and needs?" is a question that can facilitate which of the following processes. bridging logrolling cost cutting nonspecific compensation expanding the pie None There are THREE forms of power in buyer-supplier relationships.- Overt, covert and ______ Role Subvert structural Reward None 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. power involvement interest responsibility ZOPA stands for zone of probable agreement False True None A zero-sum situation is also known by another name. Which of the following is that? integrative negotiative win-lose distributive None 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. False True None Which of the following best represents what happens at the post-negotiation stage? You arrange the next negotiation You review the negotiation performance You attempt to renegotiate terms You revise your original objectives None 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? zero-sum None of the above mutual gains win-win win-lose None Internal stakeholders of a company exercise their power via which of the following? Their control of resources Their personal influence Their position within the company Their knowledge and skills All of the above None Please proceed to view your grade. Fingers crossed🤗 Time's upTime is Up!
