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Exam 12: Formal Negotiating

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Question 51

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Richard is the negotiator in a business deal between Sumitama Industries and Motocop Industries.What are the traits that Richard must have to successfully negotiate this deal?

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To be a good negotiator,Richard must hav...

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Question 52

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To allow for concessions,the target position should reflect higher expectations than the opening position.

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Question 53

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The two radically different negotiation philosophies are win-lose and lose-win negotiating.

A person who is both cooperative and assertive is in the _____ mode of resolving conflicts.

Aaron averted the browbeating from a buying team member and refocused deliberations to the issue being discussed.Which negotiation strategy did Aaron use?

Discuss briefly the two radically different philosophies that guide negotiations.

Which of the following is a desirable trait for a negotiator?

Annette is representing Jackson Hauling,a new commercial trash collection service,in a negotiation with the house manager of one of the local university's social fraternities.Annette first plans to suggest that her company can place a larger dumpster behind the fraternity house than the current dumpster the other collection service company provides.She then plans to propose that the group's trash be picked up twice a month.She hopes the frat will accept a once-a-week pickup given the larger size dumpster provided,and she knows that because Jackson is a "small-time" startup company with only a limited number of trucks,the most she can offer is twice weekly pickup.Twice monthly pickup is Annette's _____ position.

Red herring is a win-win tactic that involves bringing up a major point first to distract the other side from considering minor issues.

Based on the dimensions of assertiveness and cooperativeness,researchers have identified five negotiation modes.List them.

Formal negotiations generally take place only for very large or important prospective buyers.

Jane doesn't like conflict.In a negotiation,she rarely objects to what the other side proposes,and she seldom agrees to anything.She acts like she does not want to be involved in the negotiation at all.Jane is most likely to resolve conflict in negotiation in the _____ mode.

John is the owner of a chain of restaurants in Texas.When tilers from Johnson Tiles were laying tiles in one of the restaurants' newly refurbished restrooms,John calmly tells the salesperson of Johnson Tiles,"We need to renegotiate the price of these tiles.I have learned that you charge a 50 percent markup,and as a small-business owner,I find that unacceptable." Which of the following win-lose strategies is most likely being used by John in this scenario?

Brenett,a celebrity,wants to enter into a contract with Valley World,a landscaping company.During a negotiation session,Brenett says,"I would like to do business with your landscaping firm,but companies in your industry do not tend to last more than a couple of years.I also heard a rumor that your partner is thinking of disinvestment.You must be difficult to work with.Maybe I should wait." Identify the win-lose strategy used by Brenett in this scenario.

Ambush negotiation occurs when either party begins to negotiate with a win-lose strategy when the other party does not expect it.

_____ is a win-lose strategy in which one team brings up a minor point first to distract the other team from considering the main issue.

The selling team should always refuse nibbling requests from the buyer after a contract has been signed.

People who resolve conflict in negotiations in the _____ mode are often both uncooperative and unassertive.