Week-2, Review | Quizerry

Week-2, Review >> The Art of Negotiation

*Please Do Not Click On The Options.

* If You Click Mistakenly Then Please Refresh The Page To Get The Right Answers.

1 point

Meeting at the counterpart’s place of business in a conference room.

Asking to meet with your counterpart’s supervisor.

Knowing that your counterpart’s organization had a contaminated batch last week.

Speaking in a highly formal manner and asking pointed closed-end questions.

1 point

Lower level employees have more to lose and are more motivated.

The lower level individual is more likely to explore a wide variety of options for the agreement.

Lower level individuals are more likely to concede or walk away and complete the negotiation more quickly.

Senior executives are are more likely to get caught up in the details.

1 point

A senior executive with full authority to reduce prices, define pack sizes and delivery dates.

A front line manager empowered to modify prices and delivery schedules.

A team of individuals with a variety of skill/knowledge sets working together.

An individual at a considerably higher level in the organization than the counterpart is in his or her organization.

1 point

“Bottom line” strategies tend to keep the focus on price.

You don’t really know the lowest reasonable cost your counterpart can offer.

It requires aggressive confrontation to implement.

There really aren’t any, you should always focus on a “bottom line” price.

1 point

Negotiations should always progress as quickly as possible so that the parties don’t lose interest or find alternatives.

A negotiator should wait for the timing of the negotiation to be in his or her favor.

Negotiations should not proceed until both parties are fully trusting of one another.

Lower dollar value negotiations should proceed very quickly while higher dollar value negotiations should proceed slowly.

1 point

Explain that the final decision is not yours to make

Lack of power will undermine your ability to be effective, so ask to be recused from the negotiation

If your counterpart perceives that you have power, then you should use it to your advantage

Try to change the balance of power by uncovering new information

1 point

they will explore a wide variety of options

they will typically take more time and be less likely to walk away

the counterpart may be unwilling to discuss points of value with a lower level employee

they will take steps to build trust

1 point

True

False

Week-2, Review >> The Art of Negotiation