SIMULATIONSX

XPERIENTIAL NATURE OF OUR SIMULATIONS ENABLE THE DELEGATES TO LEARN BY DOING!



SUPPLIER NEGOTIATION

_____ is the ability to utilize many minds to develop a multitude of ideas, leading to a high quality solution.

 Groupthink
 Energy
 Synergy
 Sharing of ideas

What steps will reduce the possibility of falling in love with your own hypothesis?

 Seek input from people with contrasting or opposing views
 Defend your hypothesis vigorously when challenged
 Use Occams razor
 Look for the most simple answer

What is big picture thinking?

 It is using the same ideas that have worked in the past
 It is the process of brainstorming ideas and coming up with new opportunities.
 It is an artistic way of naming a business.
 It is image painting on a big canvas.

What type of reciprocity is happening when a company provides you with a free sample?

 Balanced Reciprocity
 General Reciprocity
 Negative Reciprocity
 Positive Reciprocity

Gloating after you feel you've gotten a great deal is an example of what?

 Effective posturing
 Letting your ego win
 Shrewd negotiating
 Good preparation

can hamper the judgment, mental alacrity and effectiveness of a group's decision making through?

 Synergy; diverse personalities in the group.
 Groupthink; diverse personalities in the group.
 Synergy; pressure from the group.
 Groupthink; pressure from the group

Which of the following statements is correct?

 We can think of perception as a process where we take in sensory information from our environment an
 Perception is necessary for us to survive in our environment.
 All of the statements are correct.
 Perception allows us to take the sensory information in and make it into something meaningful

When two or more parties enter into a give-and-take discussion to settle an issue or concern, it is known as a _____.

 Contract
 Settlement talk
 Negotiation
 Business deal

The _____ is the international body that coordinates trade regulations between countries in order to ensure reliable and consistent trading patterns and behaviors.

 The World Trade Organization
 The United Nations
 The World Trade Center
 The North Atlantic Treaty Organization

As Sidra heads to her desk, she notices the smell of fresh brewed coffee as well as the sound of raised voices coming from her boss office. In this instance, Sidra is acting in the role of:

 A perceiver, who is aware of things or events through her senses
 A target, who is viewed and influenced through the thought patterns of others
 A receiver, who becomes aware of things or events through her senses.
 A receiver, who demonstrates little interest in the business around her

Which of the following is an example of using effective framing in sales?

 Changing the vision of a company from profiting to helping.
 Painting a picture of the adverse consequences of taking an action
 Presenting products in a favorable light in comparison with a competitors product.
 Using the analogy of the glass is half full when allaying employees fears of layoffs

Which of the following describes the characteristics of a collectivist economy?

 The production of goods is designed to meet human needs over profit.
 The production of goods is meant to privilege government officials.
 The production of goods is designed to meet the needs of profit over people.
 The production of goods is meant to generate profit while benefiting everyone

When conflict happens between two different groups?

 All of these are appropriate endings to this statement.
 They work hard together to accomplish a teams goal
 There is a perceived incompatibility between them
 They can have lunch together but cannot discuss the issues

Which of the following is not a style of negotiation?

 Contending
 Collaborating
 Compromising
 Accommodating

Paulo is going off to college. He seems angry all the time and starts fights with his parents quite often. What is the likely source of this conflict?

 Change
 Relationship issues
 Poor communication
 Power struggle