SCM CHAPTER 13 Test Exam Questions with Verified Answers Graded A+
1 view 0 purchase
Course
SCM CHAPTER 13
Institution
SCM CHAPTER 13
SCM CHAPTER 13 Test Exam Questions with Verified Answers Graded A+
T/F: Everyone negotiates something every day - Answers true
T/F: Negotiation is a simple skill that applies to only a few purchasing and supply managers. - Answers false
T/F: Negotiation is noncritical means to convey the buyer's...
SCM CHAPTER 13 Test Exam Questions with Verified Answers Graded A+
T/F: Everyone negotiates something every day - Answers true
T/F: Negotiation is a simple skill that applies to only a few purchasing and supply managers. - Answers
false
T/F: Negotiation is noncritical means to convey the buyer's specific sourcing requirements and
specifications to its supply base. - Answers false
T/F: An important part of negotiation is realizing that the process involves relationships between people,
not just organizations. - Answers true
T/F: An integral part of negotiation involves each party trying to persuade the other party to do
something that is in its best interests - Answers true
T/F: A negotiator should ensure that his or her BATNA is revealed to the other party, because the final
settlement is unlikely to vary much from that point. - Answers false
T/F: All negotiation settlements must ultimately be judged in light of the other viable alternatives that
existed at the time of the agreement. - Answers true
T/F: Sharing the underlying interests behind a position may cause a negotiator's power to shift toward
the other party, ultimately resulting in a less than desired outcome. - Answers true
T/F: To reach a negotiated agreement using principled negotiation, a negotiator should always focus on
the other party's stated position, not his or her underlying interests. - Answers false
T/F: When a negotiator is planning an upcoming negotiation, it is imperative to prioritize all of the
potential issues to be negotiated into needs and wants, thereby knowing what must be achieved and
what can be exchanged for something else of value. - Answers true
T/F: It is easy to develop common ground in the negotiation without knowing what the other party is
seeking. - Answers false
T/F: A negotiator can automatically assume that the other party thinks the same way he or she does. -
Answers false
T/F: The purchasing cycle begins with identifying (or anticipating) a specific need or requirement for a
part component, raw material, subassembly, service, piece of equipment, or finished good to be sourced
to conduct or support organizational operations. - Answers true
T/F: All purchase requirements will require buyers and sellers to conduct a thorough, detailed, and time-
consuming negotiation - Answers false
T/F: Negotiation is more appropriate when other issues besides price are important or when
competitive bidding will not satisfy the buyer's requirements on various issues. - Answers true
,T/F: All buyer-supplier negotiations are relatively straightforward, only requiring rudimentary
preparation and planning. - Answers false
T/F: Deciding the physical location of where to negotiate is an unimportant part of any planning process.
- Answers false
T/F: Excessive formality in negotiation can effectively constrain the parties and restrict the free
exchange of ideas and solutions. - Answers true
T/F: Packaging issues together risks undermining an entire negotiation if the parties reach impasse on a
single issue within the linked proposal. - Answers true
T/F: Effective negotiators are unwilling to make counterproposals - Answers false
T/F: Good negotiators know that reaching agreement is the end of the negotiation process. - Answers
false
T/F: Many negotiators fail to prepare adequately before entering into a formal negotiation oftentimes
because of a very short timeframe in which to make a deal. - Answers true
T/F: Before actual negotiations begin, the parties need to believe realistically that they can reach an
agreement. - Answers true
T/F: Experienced negotiators do not need to understand their counterparts through research and
experience. - Answers false
T/F: Analyzing the other party requires a thorough assessment of the relative strengths and weaknesses
of the parties, as well as the particulars for each individual issue to be negotiated. - Answers true
T/F: The issues that are most critical to a supplier are likely to be those most critical to a buyer. -
Answers false
T/F: The bargaining zone represents the heart of the negotiation process, as any proposal or
counterproposal offered outside of this range is likely to be rejected by the other party because it is not
what he or she is willing to settle for. - Answers true
T/F: A procurement negotiation seldom affects other stakeholders throughout the organization who
have an interest in or will be affected by the negotiation outcomes. - Answers false
T/F: An experienced negotiator does not need to practice or rehearse a complex negotiation before
commencing the formal negotiation. - Answers false
T/F: The effective use of information in a negotiation does not necessarily mean open and complete
sharing. - Answers true
T/F: There is minimal likelihood that retaliation or escalation will occur if the power structure shifts
unfavorably in the future. - Answers false
, T/F: Referent power is most successful in negotiation when the referents are aware that a counterpart
identifies with or has an attraction to them. - Answers true
T/F: For the effective negotiator, it is acceptable to give away any concession without getting something
of equal or greater value in return. - Answers false
T/F: It is unimportant for the negotiator to have adequately prepared and established a thoughtful
BATNA for each issue until after the negotiation has begun. - Answers false
T/F: The manner in which a negotiator approaches concession making is an important part of every
successful negotiation strategy. - Answers true
T/F: A willingness to offer large concessions is always in the best interests of a buyer. - Answers false
T/F: The caveat to the best and final offer tactic is that the person making the best and final offer must
be prepared to actually end the negotiation if the other party does not accept the offer. - Answers true
T/F: People seldom show the tendency to fill in the gaps when a discussion encounters silence - Answers
false
T/F: A tactic used during one negotiation may not be successful or applicable to another negotiation,
even with the same counterpart. - Answers true
T/F: In win-win negotiation, if one party gains, it is only at the expense of the other party. - Answers
false
T/F: A win-lose negotiation approach works best for items or services that are important to the buyer's
products or business or when the item involves high-dollar items or services where cost control is
critical. - Answers false
T/F: When preparing for a negotiation with a supplier located in another country, companies must invest
in substantial extra time and effort in planning for the negotiation to accommodate new language
translations, travel, modes of transportation, and other foreign business requirements. - Answers true
T/F: During an international negotiation, an interpreter might verbally communicate yet not fully convey
the significance of unspoken actions, signals, and customs that may be invisible to the foreign or
nonnative negotiator. - Answers true
T/F: There is minimal danger in stereotyping or oversimplifying the cultural characteristics of different
countries or regions. - Answers false
T/F: Use of electronic media such as e-mail, texting, and instant messaging, has no measurable impact
on the dynamics and effectiveness of a negotiation. - Answers false
T/F: In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier
to discern. - Answers false
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller TutorJosh. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $3.29. You're not tied to anything after your purchase.
