Test Answers on Negotiation Flashcards

Chapter 7 B2B Marketing

The Northwoods University IT department is planning to buy additional computers for the computer lab. Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. What role does Pedro play in the buying center? Select one: a. initiator b. buyer c. influencer d. decider […]

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Ch 6. Business-to-Business (B2B) Marketing

Business-to-business marketing Organizational sales and purchases of goods and services to support production of other products, to facilitate daily company operations, or for resale. Commercial Market Individuals and first that acquire products to support, directly or indirectly, production of other goods and services. Trade Industries Retailers or wholesalers that purchase products for resale to others. […]

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Ch 16 Marketing

marketing channel management is also known as supply chain management supply chain management set of approaches and techniques firms employ to efficiently and effectively integrate suppliers, manu, warehouses, stores, and transport intermediaries into a seamless operation in which merch is produced and dist in right q, right place, and right time supply chain mgmt reduces […]

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Marketing Chapter 3 True/False Flashcards

1. Most people have not applied ethical standards in their everyday lives. ANS: F If you’ve experienced resentment at a line-cutter, you’ve applied ethical standards. 2. Ethical questions apply to narrow, defined issues and broad philosophical, social questions. T 3. Morals are rules people develop as a result of cultural values and norms. ANS: T […]

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Marketing Research

question Marketing research has three roles: persuasive, reminder, and informative. a. True b. False answer b question Marketing research is the function that links the consumer, customer, and public to the marketer through information. a. True b. False answer a question The first step in the marketing research process is to identify and formulate the […]

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Negotiation Basics

question A formal discussion between people who are trying to reach an agreement answer Negotiation question Negotiation Phases answer 1. Preparation 2. Opening 3. Bargaining 4. Closing and Implementation question Why is negotiation important? answer 1. Results 2. Responses 3. Outcomes 4. Relationships question T/F: Negotiations should involve more rationally-based responses than emotionally based answer […]

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Negotiation Test Questions

question Myth: Negotiations are fixed-sum answer Myth: Fixed sum-whatever is good for one party or person must be bad for the other party Truth: Most are variable sum-if parties work together, they can create more joint value than if they are purely combative; However, they cannot be purely trusting because any value created must be […]

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Chapter 13: Negotiation

question definition of negotiation answer process that occurs when two or more parties decide how to allocate scarce resources question Distributive bargaining answer – bargaining over price of a car you want to buy – any gain one person makes is at the other’s expense – who gets what share of a fixed pie (set […]

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Ch. 13 International Negotiation

question Q: International negotiation answer Is the process of making business deals across national and cultural boundaries. question Q: All of the following are true about international negotiation EXCEPT answer Most successful international negotiators use their home country negotiation styles. question Q: The Whorf hypothesis answer Suggests that language determines the nature of culture. question […]

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Negotiations

question What are the 4 phases of a negotiation? answer 1. preparation 2. information exchange 3. agreement proposals 4. resolution question Different types of preparation answer 1. internal preparation 2. external preparation 3. synthesis question internal preparation answer Prior to formal negotiations, determine your own: 1. Interests/needs, concerns, fears and aspirations 2. Options that require […]

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Communicating and Relationships in Negotiating

question A negotiation must involve at least __________ people. answer a group of two question Which of the following conflict management strategies are you applying if you are problem solving together with the other party? answer collaborative (integrative) negotiation question Consider a win-lose negotiation only if you do not need to have an ongoing relationship […]

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OB Chapter 14; Conflict & Negotiation

question Negotiation answer A process that occurs when two or more parties decide how to allocate scarce resources. Negotiations in organizations affect relationship between negotiators and how they feel about themselves but are also one-shot economic terms. question General Approaches to Negotiation answer Distributive bargaining and integrative bargaining. question Distributive Bargaining answer Its identifying feature […]

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Negotiation Answers

question What are some circumstances where you should NOT negotiate? answer • When you’d lose the farm • When you’re sold out • When the demands are unethical • When you don’t care • When you don’t have time • When they act in bad faith • When waiting would improve your position • When […]

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The Nature of Negotiation

question What is the different between Negotiation and bargaining answer Negotiation- win-win situation- both parties are trying to find a mutually acceptance solution to a complex conflict Bargaining- win – lose situation ( haggling over prices) question Why do negotiations occur answer 1. sharing or divided a limited resource 2. creating something that both parties […]

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Course 14 – Negotiation

question Parties strive to reach an agreement on issues or course of action. (Negotiation Key Terms: Negotiation – BATNA – Anchoring – Interest – Demand) answer Negotiation question An alternative that should negotiations fail you are willing and able to execute without the other party’s participation or permission. (Negotiation Key Terms: Negotiation – BATNA – […]

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Negotiation All Chapters with T/F

question Which perspective can be used to understand different aspects of negotiation? A) economics B) psychology C) anthropology D) law E) All of the above perspectives can be used to understand different aspects of negotiation. answer E question 42. To most people the words “bargaining” and “negotiation” are A) mutually exclusive. B) interchangeable. C) not […]

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Negotiations Chapters 1-5

question Accommodation approach to negotiation answer Adoption of a lose-win strategy because the relationship is more important than the substantive terms of the deal question Appreciative moves answer A strategy that negotiators use to capture applicable synergies and thereby overcome non productive negotiation tactics and irrelevant issues question Avoidance approach to negotiation answer A hands-off […]

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Negotiation-Getting to Yes

question A soft negotiator emphasizes answer -emphasizes the importance of building and maintaining a relationship … preserving the relationship & separating people from the problem; compromise -wants to avoid personal conflict and so makes concessions readily in order to reach agreement. He -wants an amicable resolution; yet he often ends up exploited and feeling bitter. […]

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Negotiation Exam 1

question Distributive bargaining answer win-lose bargaining question Target/aspiration point answer point at which negotiator would like to conclude negotiations; optimal deal question resistance point answer price beyond which someone will not go; most they will pay as a buyer/smallest amount they will as seller question bargaining range answer spread between resistance point question positive bargaining […]

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Negotiations Test Questions

question five essential elements in a negotiation answer (1) The Parties and Their Interests (2) The Negotiators (3) Traits of Skilled Negotiators (4) Developing Negotiating Skills (5) Bargaining Styles question Deal-making negotiation answer -an exchange of something of value between two parties -such as the purchase or sale of home, or entering into construction contract […]

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5 Ps of Negotiation

question Preparation answer examine needs of both parties examine all factors before question poise answer remain calm! question Persuasiveness answer know what the most important points are and argue them question persistence answer don’t give in at the first sign of resistance to position question Patience answer don’t be in sucj a hurry to close […]

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