Quizz - Global Procurement Management

Which negotiation approach focuses on each party trying to maximize their own gains?

• Collaborative negotiation

• Competitive negotiation

• Distributive negotiation

• Integrative negotiation

In negotiation, what does BATNA stand for?

• Backup plan

• Best alternative to a negotiated agreement

• Negotiation strategy

• Negotiation objective

What is integrative negotiation?

• Each party tries to maximize their own gains

• Sharing benefits fairly

• Finding creative solutions to increase value for both sides

• Avoiding conflict at all costs

Which of the following is NOT a content of negotiation?

• Price

• Non-verbal communication

• Contract duration

• Confidentiality clause

What does the authority of a negotiator include?

• The right to make decisions, the right to represent, the right to concede

• Negotiation experience, communication skills, expertise

• Personal prestige, relationships, persuasion skills

• All of the above

What is the first step in the negotiation process?

• Building relationships

• Exchanging information

• Preparation

• Proposal and feedback

What is the goal of the "Building relationships" step in negotiation?

• Demonstrate market knowledge

• Establish a cooperative and trusting relationship

• Exchange information about needs and goals

• Reach a final agreement

What is effective negotiation?

• Reaching an agreement at any cost

• Achieving your own goals

• Persuading the other party to accept your request

• Achieving mutually beneficial, fair and sustainable outcomes

What is the role of relationships in negotiation?

• Not important, just focus on the contract

• Important, especially in long-term cooperation

• Only important when the two parties have a pre-existing relationship

• Does not affect negotiation outcome

Which of the following ethical principles is NOT applied in negotiation?

• Honesty and integrity

• Transparency and openness

• Deception to achieve benefits

• Mutual respect