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Exam 13: Formal Negotiation

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Question 1

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Which negotiating strategy is consistent with partnering and how?

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The win-win negotiating strategy is cons...

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Question 2

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Tony doesn't like conflict. In a negotiation he's likely to say very little. He rarely objects to what the other side proposes, and he seldom agrees to anything. He really acts as if he does not want to be involved in the negotiation at all. His approach to conflict resolution is the _____ mode.

A) competing
B) accommodating
C) avoiding
D) collaborating
E) compromising

F) A) and B)
G) None of the above

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Question 3

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Which of the following statements about negotiation selling is FALSE?

"Oh by the way, the loan contract will require that your company maintain a checking account at this bank with a minimum balance of $7,000 or be subject to a 2 percent upward adjustment in the interest rate while the balance is below the minimum," said the banker just as the entrepreneur thought the start-up loan for her new business venture was settled. The banker is practicing:

The selling team for NevaFlat Tire Company is meeting to try to creatively develop strategies for their upcoming negotiations with the management of GM's Saturn plant. NevaFlat would like to become the preferred supplier of tires to Saturn. The NevaFlat people are engaged in a (n) :

The goal is to buy new x-ray equipment for the hospital's oncology unit. If the negotiation team cannot get the x-ray equipment salesperson to agree to FOB destination, it will try to get a 5 percent reduction in price, failing that the negotiation team wants 3/10, net 30 arrangement. What kind of planning has the hospital negotiation team done prior to the beginning of the negotiation?

Negotiation jujitsu would be an appropriate response when the buyer tries:

Ambush negotiation occurs when either party begins a negotiation strategy when the other party does not expect it.

It is important for all members of the negotiation team to learn as much as they can about the objectives of the other side and to stay completely informed on the facts and objectives of their own team.

All of the following are typical tactics of win-lose negotiators EXCEPT:

The difference between an avoiding mode and a compromising mode is that negotiators in a compromising mode are less assertive and less cooperative.

When developing objectives, negotiators need to sort out all issues that could arise in the meeting, prioritizing them by importance to the firm.

Negotiations always involve a team of buyers and a team of sellers.

A manufacturer of cast iron skillets wants to place its skillets on the shelves in every Cracker Barrel restaurant store. According to the text, which of the following would be a negotiable item?

People who negotiate in a highly cooperative and unassertive fashion are those who resolve conflict in a (n) _____ mode.

Create a plausible browbeating followed by a negotiation jujitsu scenario.

Harry and Ernie are brothers. Both are students at New Bedford College. They share a car and an apartment. Although next Saturday is Harry's day to have the car, Ernie wants it. To persuade Harry to let him have the car, Ernie is prepared to offer to clean their apartment for the next three weeks. If that fails, he will offer his brother $35. If the monetary offer is unacceptable, Ernie will offer Harry the car both weekend nights of the two weeks that follow this Saturday. Ernie is engaging in:

Salespeople who are both assertive and cooperative, attempting to seek the satisfaction of both parties are using what negotiation mode?

In negotiations with Target department store, Frito-Lay representatives could negotiate:

The buyer says, "We have 23 employees and would need 23 ammonia monitoring badges. As I understand you, five badges cost about $250, and if my math is right, that's $1250. We only have $1,000 in our budget for these badges." And then buyer sits quietly waiting for the seller to respond. What win-lose negotiation tactic is being used here?