Purchasing and Supply Chain Management
6th Edition
ISBN: 9781285869681
Author: Robert M. Monczka, Robert B. Handfield, Larry C. Giunipero, James L. Patterson
Publisher: Cengage Learning
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Question
Chapter 13, Problem 5DQ
Summary Introduction
To develop: A profile of an effective negotiator.
Introduction: Negotiation is the process, or skill required to build a better relationship. It is important for negotiating service delivery, legal contracts, lease, and sales condition.
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What are the important factors that contribute to being an effective negotiator?
what are the qualities of good negotiator ? Explain them
Discuss three characteristics of effective negotiators. Also discuss the role of concessions during the negotiation process.
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- What in your opinion, should be the personal and professional attributes,in a good negotiator ,including personality and behavioural traits?arrow_forwardHow different is the positional negotiator from the interest based negotiatorarrow_forwardWhat is it called when negotiators make "bets", or take positions, based upon their differences in beliefs, forecasts, risk profiles, and interestsarrow_forward
- Identify and discuss four distinct risks that negotiators face if they lack knowledge of the rules of contract.arrow_forwardWhy is a negotiator’s BATNA the most important source of power in negotiation? Why should a negotiator constantly cultivate and improve his or her BATNA prior to negotiating?arrow_forwardDiscuss at least two (2) methods and provide examples of how an effective negotiator can avoid escalating during a confrontational negotiation.arrow_forward
- The post-settlement settlement strategy: Allows negotiators to explore other options that both parties prefer over their current settlement terms Allows negotiators to start with a clean slate Allows people to negotiate in such a manner that their first offer is, in effect, their last offer and they do not waste valuable time going back and forth Involves the use of a mediator who attempts to recommend viable settlements when parties cannot reach mutual settlement Allows negotiators to reach a deal that is based on trust and a handshakearrow_forwardMaking an instrument negotiable requires many steps.arrow_forwardList and explain at least two benefits that can come from performing security assessments in each of these groups.arrow_forward
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