Podcast
Questions and Answers
Which term is commonly used to refer to the balance of power in negotiations?
Which term is commonly used to refer to the balance of power in negotiations?
- Power leverage
- Negotiating power
- Bargaining power (correct)
- Power balance
What are some sources of power that negotiators bring to the table?
What are some sources of power that negotiators bring to the table?
- Organizational power, personal attributes, and financial strength
- Market dominance, reputation in the market, and financial strength
- Subject matter expertise, excellent communication skills, and delegation of authority (correct)
- Bargaining power, negotiating skills, and personal attributes
Which section of the text will discuss the relative bargaining power of purchasers and suppliers?
Which section of the text will discuss the relative bargaining power of purchasers and suppliers?
- Section two (correct)
- Section one
- Conclusion
- Introduction
Which type of power can be used to motivate cooperation and gain concessions in negotiations?
Which type of power can be used to motivate cooperation and gain concessions in negotiations?
Which type of power can be used to influence negotiations by applying punishments or negative consequences?
Which type of power can be used to influence negotiations by applying punishments or negative consequences?
Which type of power can selectively share or withhold information, influencing the other party's perceptions and decision making in negotiations?
Which type of power can selectively share or withhold information, influencing the other party's perceptions and decision making in negotiations?
Which source of power is derived from a person's formal position or authority?
Which source of power is derived from a person's formal position or authority?
Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?
Which source of power is based on the personal qualities, charisma, and attractiveness of an individual?
Which source of power is based on the ability to apply punishment or negative consequences to influence others?
Which source of power is based on the ability to apply punishment or negative consequences to influence others?
Which source of power is based on the possession and control of valuable or important information?
Which source of power is based on the possession and control of valuable or important information?
Which of the following is NOT a way in which power is important in commercial negotiations?
Which of the following is NOT a way in which power is important in commercial negotiations?
What can power help to mitigate during a negotiation?
What can power help to mitigate during a negotiation?
What advantage does a party with more power have in negotiations?
What advantage does a party with more power have in negotiations?
How does power influence the negotiation process?
How does power influence the negotiation process?
