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How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.A . It helps to be more assertive in a negotiationB . It reduces the likelihood of accepting a poor agreementC . It guarantees a win-win outcomeD . It...
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?
According to Professor Gavin Kennedy, in which of the following forms of dispute resolution, both parties will voluntarily exchange their ideas and beliefs?A . LitigationB . PersuasionC . NegotiationD . GamblingView AnswerAnswer: C Explanation: Professor Gavin Kennedy highlights that we need to distinguish negotiation from other forms of decision-making by...
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.
How can having a best alternative to a negotiated agreement (BATNA) support the buyer in a negotiation? Select THREE options that apply.A . It helps to be more assertive in a negotiationB . It reduces the likelihood of accepting a poor agreementC . It guarantees a win-win outcomeD . It...
The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?
The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?A . Goodwill trustB . Contractual trustC . Irrevocable TrustD . Competence trustView AnswerAnswer: D Explanation: Trust is the expectation that the other party will behave in a predictable...
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should...
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package...
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?
When developing a negotiation approach, according to recognised theory (for example, Mendelow), how should stakeholders with high interest but low power be managed?A . Minimal effortB . Key playerC . Keep informedD . Keep satisfiedView AnswerAnswer: C Explanation: According to Mendelow's Stakeholder Matrix, stakeholders with high interest but low power...
Which of the following are examples of variable costs?
Which of the following are examples of variable costs? Building and site rent Annual insurance premium Raw materials expenditure Delivery costs for materialsA . 1 and 3B . 2 and 3C . 1 and 4D . 3 and 4View AnswerAnswer: D Explanation: Raw materials expenditure (3) and delivery costs for...
Which of the following roles would support negotiations with an external supplier when planning a negotiation for a low-value, routine purchase? Select TWO that apply.
Which of the following roles would support negotiations with an external supplier when planning a negotiation for a low-value, routine purchase? Select TWO that apply.A . The Human Resource (HR) managerB . A legal advisorC . The procurement managerD . The Chief Executive Officer (CEO)E . An internal business userView...
What would be an appropriate response from the procurement manager?
A garden furniture supplier who is currently in negotiations for a high-value contract has offered the procurement manager a visit to their site. The supplier suggests that during this visit, they can undertake the contract negotiation. What would be an appropriate response from the procurement manager?A . Accept the offer...
In what other circumstances should an adversarial relationship be used?
The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?A . When the supplier is likely to respond with further concessions to maintain a long-term relationshipB...
