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ADVANCED NEGOTIATION L5M15 Paper 6*.
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In integrative negotiation, the goals of the parties are mutually exclusive.
Negotiation may be used throughout the sourcing process
Nearly 50 years ago French & Raven claimed there were five major types of sources of power that could be exercised. Which of the following is not part of that group?
Referent power-This is based on a person's high levels of skill and knowledge
An adversarial relationship means that buyer and supplier attempt to get the best possible deal for their respective organisations, even if the gains they achieve are matched by losses for the other party. The relationship will be characterised by a minimal amount of _____, information exchange, and flexibility in dealing with requirements.
To negotiate with another party success-fully, a team must first negotiate internally to ____ its members’ interests and develop a disciplined bargaining strategy.
In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?
Which of the following are the five styles of managing conflict?
In order to effectively manage its stakeholders, an organisation should map them out according to which of the following?
The resistance point is the point at which a negotiator would like to conclude negotiations
Negotiation is ‘A ______ through which parties move from their initially _______ positions to a point where agreement may be reached.’- Steele 1989
A 'key player' is a stakeholder with which of the following?
What are the two axes on the Thomas Kilmann model
Which of the following are sources of conflict. Select all correct answers
Which of the following is not a characteristic of integrative negotiations?
The culture of any group of people is that set of _____, customs, practices and ways of thinking that they have come to share with each other through being and working together. It is a set of assumptions people simply accept without question as they interact with each other. At the visible level the culture of a group of people takes the form of ritual behaviour, symbols, myths, stories, sounds and artefacts.' Ralph Stacey (1996) (1 point)
Select all the key behaviours that are part of the opening stage of a negotiation.
Nonspecific compensation can be used in an integrative negotiation
Logrolling requires the parties to establish (or find) one issue in conflict; the parties then agree to trade off among these issues so that one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
How would you classify this question? “So do I understand that you are saying you don’t see any merit in this proposal at all?”
The Pull style is characterised by concentration upon three different behaviours- these are testing, understanding, seeking _______ and building
Tactics used in integrative negotiations are the same as those for distributive negotiation
Which of the following is likely to be the best course of action when an important negotiation meeting with a strategic supplier reaches a deadlock?
A category manager is negotiating with an important supplier and is concerned that progress is too slow. The supplier has already offered a significant pricing reduction. In response, the buyer agrees to modify the specification to suit the supplier's processes. Both have moved further than they had planned. The buyer's response could be described as ...
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