Supply Chain Negotiation Quiz

A process by which two or more parties confer or interact to reach consensus or agreement.

• Communication

• Rapport

• Persuasion

• Negotiation

Parties negotiate and compete over the distribution of a finite amount of value.

• Claim Value

• Create Value

• Build Value

• Negotiation

True or False: Claiming negotiations by their nature

are competitive with the aim of each party to secure the most value.

• True

• False

Parties cooperate with the aim of achieving the maximum value between them. Reaching agreement is based around balance in the effort and energy each party is prepared to contribute to secure the return of the benefits to both parties.

• Claim Value

• Create Value

• Build Value

• Negotiation

Where both parties have reached an agreement, the outcome is more balanced in the favour of one party who has secured a much bigger win.

• win/win

• WIN/win

• win/lose

• lose/lose

Where there is still agreement, but reluctant agreement on the part of the losing party, perhaps because they have no choice or they have been duped in some way, and may not even realize it at the time of agreement.

• win/win

• WIN/win

• win/lose

• lose/lose

In negotiation terms, this is possibly the single most powerful force within us and one that can drive an individual to be relentless and uncompromising in pursuit of his or her goal, often at the expense of others.

• Our need to win

• Our fear of failure

• Bias in self belief

• Power of relationships

• Our need to trust

In negotiation terms, this is a powerful dynamic in negotiations that can work positively or negatively. It is characterized by motivation to reach a high level of performance.

• Our need to win

• Our fear of failure

• Bias in self belief

• Power of relationships

• Our need to trust

This is characterized by introducing powerful ties and senses of obligation to the other party.

They can also act as a powerful driver in influencing our actions.

• Our need to win

• Our fear of failure

• Bias in self belief

• Power of relationships

• Our need to trust

An important and often underestimated component of human interaction and is both an enabler of

our actions and a key to interpersonal relationships in various settings.

• Our need to win

• Our fear of failure

• Bias in self belief

• Power of relationships

• Our need to trust