SCM371 Final Exam questions well
answered to pass
Under which of he following circumstances is competitive bidding a better option than
negotiating? - correct answer ✔✔There are an adequate number of suppliers that want to
compete for your business
Negotiations often lead to a decreased understanding of a supplier—and as a result, less
cooperation. (t/f) - correct answer ✔✔False
If you are unable to make an apples-to-apples comparison, then competitive bidding is a better
option than negotiation. (t/f) - correct answer ✔✔False
If suppliers are unwilling to bid, then negotiation is a better option than competitive bidding.
(t/f) - correct answer ✔✔True
Competitive bidding and negotiation are appropriate tools to help you achieve your cost goals
for buys that are in the Routine quadrant of the Strategic Sourcing Matrix. (t/f) - correct answer
✔✔False
Negotiations that involve both value creation and value claiming are referred to as . . .? - correct
answer ✔✔Integrative Negotiations
A negotiation that is arm's length, adversarial, and even confrontational is called a . . .? - correct
answer ✔✔Distributive Negotiation
Integrative negotiations are also sometimes referred to as: - correct answer ✔✔Win-Win
,If you are involved in an integrative negotiation, you focus on value creation and avoid value
claiming at all costs. (t/f) - correct answer ✔✔False
Which of the following is your best approach to creating value in a negotiation? - correct answer
✔✔Introducing more than one issue into the negotiation
The ZOPA is formed by . . .? - correct answer ✔✔Your RV and the other party's RV
The ceiling of the ZOPA is formed by . . .? - correct answer ✔✔Your RV
The term BATNA stands for . . .? - correct answer ✔✔Best Alternative to a Negotiated
Agreement
Which of the following is NOT a common "process" negotiating mistake? - correct answer
✔✔Failing to ask
Which of the following should you ask to develop an effective negotiation plan? - correct
answer ✔✔Are you claiming value?
What are the facts?
What are the issues?
How strong are your positions?
What concessions are you willing to make?
Which of the following is NOT a tactic that you would use during a distributive negotiation? -
correct answer ✔✔Pursue Interests
What is the key to pursuing interests? - correct answer ✔✔Probe
Explore possibilities
, Which of the following should be considered when sharing co-created value with the supplier? -
correct answer ✔✔How each party to the negotiation values the different benefits of the
relationship
How much the relationship's success depends on your supplier's capabilities.
Your willingness to take a more liberal approach to sharing in the short term.
Threats can help you move the negotiation forward whether you are ready to end the
negotiation or not. (t/f) - correct answer ✔✔false
Which is the following is a tactic that you would use to move a negotiation toward an
integrative negotiation? - correct answer ✔✔Pursue interests
Explore possibilities
Build trust
Share benefits
If you are confident about the _____, it is generally best to make the first offer. - correct answer
✔✔ZOPA
After completing a negotiation, you learn that your first offer was above the supplier's RV. This
was probably a good first offer. (t/f) - correct answer ✔✔False
As a supply manager, by making an aggressive first offer, you can form a/n _______ which might
help to drive down price. - correct answer ✔✔Anchor
If, during the negotiation, you discover information that substantially changes the negotiation
landscape, you should . . .? - correct answer ✔✔Pause the negotiation
answered to pass
Under which of he following circumstances is competitive bidding a better option than
negotiating? - correct answer ✔✔There are an adequate number of suppliers that want to
compete for your business
Negotiations often lead to a decreased understanding of a supplier—and as a result, less
cooperation. (t/f) - correct answer ✔✔False
If you are unable to make an apples-to-apples comparison, then competitive bidding is a better
option than negotiation. (t/f) - correct answer ✔✔False
If suppliers are unwilling to bid, then negotiation is a better option than competitive bidding.
(t/f) - correct answer ✔✔True
Competitive bidding and negotiation are appropriate tools to help you achieve your cost goals
for buys that are in the Routine quadrant of the Strategic Sourcing Matrix. (t/f) - correct answer
✔✔False
Negotiations that involve both value creation and value claiming are referred to as . . .? - correct
answer ✔✔Integrative Negotiations
A negotiation that is arm's length, adversarial, and even confrontational is called a . . .? - correct
answer ✔✔Distributive Negotiation
Integrative negotiations are also sometimes referred to as: - correct answer ✔✔Win-Win
,If you are involved in an integrative negotiation, you focus on value creation and avoid value
claiming at all costs. (t/f) - correct answer ✔✔False
Which of the following is your best approach to creating value in a negotiation? - correct answer
✔✔Introducing more than one issue into the negotiation
The ZOPA is formed by . . .? - correct answer ✔✔Your RV and the other party's RV
The ceiling of the ZOPA is formed by . . .? - correct answer ✔✔Your RV
The term BATNA stands for . . .? - correct answer ✔✔Best Alternative to a Negotiated
Agreement
Which of the following is NOT a common "process" negotiating mistake? - correct answer
✔✔Failing to ask
Which of the following should you ask to develop an effective negotiation plan? - correct
answer ✔✔Are you claiming value?
What are the facts?
What are the issues?
How strong are your positions?
What concessions are you willing to make?
Which of the following is NOT a tactic that you would use during a distributive negotiation? -
correct answer ✔✔Pursue Interests
What is the key to pursuing interests? - correct answer ✔✔Probe
Explore possibilities
, Which of the following should be considered when sharing co-created value with the supplier? -
correct answer ✔✔How each party to the negotiation values the different benefits of the
relationship
How much the relationship's success depends on your supplier's capabilities.
Your willingness to take a more liberal approach to sharing in the short term.
Threats can help you move the negotiation forward whether you are ready to end the
negotiation or not. (t/f) - correct answer ✔✔false
Which is the following is a tactic that you would use to move a negotiation toward an
integrative negotiation? - correct answer ✔✔Pursue interests
Explore possibilities
Build trust
Share benefits
If you are confident about the _____, it is generally best to make the first offer. - correct answer
✔✔ZOPA
After completing a negotiation, you learn that your first offer was above the supplier's RV. This
was probably a good first offer. (t/f) - correct answer ✔✔False
As a supply manager, by making an aggressive first offer, you can form a/n _______ which might
help to drive down price. - correct answer ✔✔Anchor
If, during the negotiation, you discover information that substantially changes the negotiation
landscape, you should . . .? - correct answer ✔✔Pause the negotiation
