Engineering Homework Help
Topic 12 KNC 6-10Please let me know correct answer and explain it
Topic 12 KNC 6-10
Please let me know correct answer and explain it
!
Supply chain management : purchasing & supply management (Negotiation: Getting Contracts and Relationships Rights)
6.In a negotiation, the RV is used to calculate BATNA.
- True
- False
7.The expectation that if one party makes a concession, the other party will make the next concession is called the . . .?
a. Concession expectation
- b. Quid pro quo
- c. Multiple concession expectation
- d. Norm of reciprocity
- e. Serial concession pattern
8.The longer parties negotiate, the more willing they are to make concessions. The discussion mentions that roughly ___% of the concessions in a negotiation are
made during the last ___% of the negotiation:
a. 50/50
- b. 60/40
- c. 70/30
- d. 80/20
- e. 90/10
9. At the end of the day, as a supply professional you will negotiate for two basic reasons: 1) to claim value your company, and 2) to lower price.
- True
- False
10.The most obvious focus of a negotiation is the price that you will pay to a supplier.
- True
2.False
