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L4M5 - Commercial Negotiation Flashcards | StudBud
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L4M5 - Commercial Negotiation
L4M5 - Commercial Negotiation
10 terms
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StudBud Administration
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113 plays
A quick quiz to check on level syllabus understanding.
Flashcards
10 cards
F
Practice quiz
P
Host live
L
Questions
10
Answers
1
In French and Raven's Power Base Model, power derived from a person's charisma is defined as:
Legitimate Power
Coercive Power
Personal Power
Referent Power
2
Which of the following is a potential disadvantage of negotiating over the phone
It costs more
The phone is old technology
Takes more time to set up
Confidentiality cannot be assured
3
You need to increase your purchasing volumes to increase your leverage.
False
True
4
People, Interests, Options and Criteria are the four fundamentals of principaled negotation.
True
False
5
The Thomas-Kilmann conflict mode instrument balances two dimensions. They are:
Compromise and competitiveness.
Avoidance vs Accommodation
Integrative vs Distributive
Assertiveness and Co-operation
6
The phases of negotiation are often considered to be:
Give, Take, Compromise, Agree
Offer, Accept, Draft, Sign
Open, Test, Move, Close
Open, Analyse, Test, Agree
7
The price where market demand and supply are balanced is called:
Elasticity
Equilibrium Price
Q1
Perfect Competition
8
A good negotiator makes concessions when?
They are of low value and importance
They are planned
Never
They are of high value and importance
9
Which of the following relationship styles is associated with spot buying?
High Trust
Distant
Collaborative
Partnership
10
The backstop position if the negotiation fails to result in agreement is known as:
ZOPA
BATNA
Walk-away point
MIL
