Neville wants to purchase computers from a seller. He has determined the alternatives in case the negotiation with the seller fails. He has laid down the ground rules for the negotiation. He has also set parameters for the negotiation process and the place of negotiation. According to the stages of the negotiation process, which of the following should Neville do next? Multiple Choice He should clarify and justify his case to the seller. He should place an order with the seller. He should change the alternatives. He should draft the negotiation agreement in writing. Richard, a supplier of synthetic fabrics, is in a meeting with a customer. Richard had expected the customer to quote a good price for his product, but the customer quoted an unprofitable price. In this situation, which of the following statements is most likely to be ineffective in getting Richard a good bargain? Multiple Choice I am upset about the price quoted for my product. You are being unfair by quoting such a low price on the product. Could you explain the reasons for your price quotation? I expect a better price for my product because of its superior quality. Which of the following is a feature of the distributive approach to negotiation? Multiple Choice It requires an open, communicative climate to be effective. It emphasizes the importance of continued relationship with bargaining partner. It takes an adversarial or competitive posture to dividing a fixed number of resources. It generates multiple creative solutions, which create a win–win situation. Integrative bargaining requires a great deal of creativity, problem-solving ability, and time, as well as a set of ultimate goals on which both parties can agree. True or False In the context of third-party negotiators, an arbitrator controls the process but has no control over the outcome. True or False The negotiation process begins with setting an agenda for negotiation. True or False A good rule of thumb in negotiations is to be hard on the problem and soft on the people. True or False

Neville wants to purchase computers from a seller. He has determined the alternatives in case the negotiation with the seller fails. He has laid down the ground rules for the negotiation. He has also set parameters for the negotiation process and the place of negotiation. According to the stages of the negotiation process, which of the following should Neville do next? Multiple Choice He should clarify and justify his case to the seller. He should place an order with the seller. He should change the alternatives. He should draft the negotiation agreement in writing. Richard, a supplier of synthetic fabrics, is in a meeting with a customer. Richard had expected the customer to quote a good price for his product, but the customer quoted an unprofitable price. In this situation, which of the following statements is most likely to be ineffective in getting Richard a good bargain? Multiple Choice I am upset about the price quoted for my product. You are being unfair by quoting such a low price on the product. Could you explain the reasons for your price quotation? I expect a better price for my product because of its superior quality. Which of the following is a feature of the distributive approach to negotiation? Multiple Choice It requires an open, communicative climate to be effective. It emphasizes the importance of continued relationship with bargaining partner. It takes an adversarial or competitive posture to dividing a fixed number of resources. It generates multiple creative solutions, which create a win–win situation. Integrative bargaining requires a great deal of creativity, problem-solving ability, and time, as well as a set of ultimate goals on which both parties can agree. True or False In the context of third-party negotiators, an arbitrator controls the process but has no control over the outcome. True or False The negotiation process begins with setting an agenda for negotiation. True or False A good rule of thumb in negotiations is to be hard on the problem and soft on the people. True or False

Understanding Business

12th Edition

ISBN:9781259929434

Author:William Nickels

Publisher:William Nickels

Chapter1: Taking Risks And Making Profits Within The Dynamic Business Environment

Section: Chapter Questions

Problem 1CE

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Related questions

Question

Multiple Choice

He should clarify and justify his case to the seller.
He should place an order with the seller.
He should change the alternatives.
He should draft the negotiation agreement in writing.

Richard, a supplier of synthetic fabrics, is in a meeting with a customer. Richard had expected the customer to quote a good price for his product, but the customer quoted an unprofitable price. In this situation, which of the following statements is most likely to be ineffective in getting Richard a good bargain?

Multiple Choice

I am upset about the price quoted for my product.
You are being unfair by quoting such a low price on the product.
Could you explain the reasons for your price quotation?
I expect a better price for my product because of its superior quality.

Which of the following is a feature of the distributive approach to negotiation?

Multiple Choice

It requires an open, communicative climate to be effective.
It emphasizes the importance of continued relationship with bargaining partner.
It takes an adversarial or competitive posture to dividing a fixed number of resources.
It generates multiple creative solutions, which create a win–win situation.

Integrative bargaining requires a great deal of creativity, problem-solving ability, and time, as well as a set of ultimate goals on which both parties can agree.

True or False

In the context of third-party negotiators, an arbitrator controls the process but has no control over the outcome.

True or False

The negotiation process begins with setting an agenda for negotiation.

True or False

A good rule of thumb in negotiations is to be hard on the problem and soft on the people.

True or False

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