Chapter 13 Final

Chapter 13 Final - TEST BANK Sourcing and Supply Chain...

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TEST BANK Sourcing and Supply Chain Management – 4th edition Handfield, Monczka, Giunipero, and Patterson Chapter 13 True or False 1. Negotiation is a skill that applies to only a few purchasing and supply managers. a. True b. False (p. 460) 2. Every one negotiates something every day. a. True (p. 461) b. False 3. Negotiation is an inefficient way to convey the buyer’s specific sourcing requirements and specifications to its supply base. a. True b. False (pp. 461-462) 4. An important part of negotiation is realizing that the process involves relationships between people, not just organizations. a. True (p. 462) b. False 5. A central part of negotiation involves each party trying to persuade the other party to do something that is in its best interests. a. True (p. 462) b. False 6. A negotiator should always allow his/her BATNA to be revealed to the other party because the final settlement is unlikely to vary much from that point. a. True b. False (p. 462) 7. All negotiation settlements must ultimately be judged independently from the other viable alternatives that existed at the time of the agreement. a. True b. False (p. 462) This edition is intended for use outside of the U.S. only, with content that may be different from the U.S. Edition. This may not be resold, copied, or distributed without the prior consent of the publisher.
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8. Sharing the underlying interests behind a position may cause a negotiator’s power to shift -toward the other party, resulting in a less-than-desirable outcome. a. True (p. 462) b. False 9. In order to reach a negotiated agreement using principled negotiation, a negotiator should always focus on the other party’s positions, not his or her underlying interests. a. True b. False (p. 462) 10. When a negotiator is planning a 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. a. True (p. 463) b. False 11. It is easy to develop common ground in the negotiation without knowing what the other party is seeking. a. True b. False (p. 463) 12. A negotiator cannot automatically assume that the other party thinks the same way he or she does. a. True (p. 463) b. False 13. The purchasing cycle begins with identifying or anticipating a purchase requirement. a. True (p. 463) b. False 14. All purchase requirements require buyers and sellers to conduct a thorough and detailed negotiation. a. True b. False (p. 464) 15. Negotiation is often appropriate when other issues besides price are important or when competitive bidding will not satisfy the buyer’s purchase requirements on various issues. a.
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This note was uploaded on 04/21/2011 for the course MGT 01 taught by Professor Gad during the Spring '11 term at Tanta University.

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Chapter 13 Final - TEST BANK Sourcing and Supply Chain...

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