Question 1

Principled negotiation emphasizes developing win/win solutions while protecting yourself against those who would take advantage of your forthrightness.Which of the following is NOT one of the key points of principled negotiation?

Accepted Answer

A)  Use objective criteria when possible
B)  Be honest and forthright
C)  Focus on interests, not positions
D)  Separate the people from the problem
E)  Invent options for mutual gain

Question 2

There is a potential loss of __________ over a project when the core team depends on other organizations that they do not have direct authority over.

Accepted Answer

control
Explanation: There is potential ...

Question 3

The following are ways a project manager can manage a customer's expectations and perceptions EXCEPT

Accepted Answer

A)  Avoid the temptation to oversell the virtues of the project to win approval.
B)  Make sure to develop a well-defined scope statement.
C)  Delay communicating problems that you feel can be resolved without involving the customer.
D)  Share significant risks that might disrupt project execution.
E)  Make sure that customer interactions are handled in a competent and professional manner.

Question 4

A company no longer has to keep up with technological advances.High levels of __________ and technology can be brought onto a project by using contracted services.

Accepted Answer

expertise
Explanation: A high level of e...

Question 5

The team-building sessions often conclude with the creation of a partnering _________ signed by all of the participants.

Accepted Answer

charter
Explanation: The team-building s...

Question 6

In some countries, laws are considered to be guidelines that are not necessarily followed.

Accepted Answer

A) True 
 B)False

Question 7

The best defense against unreasonable, win/lose negotiators is having what Fisher and Ury call a strong BATNA.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is NOT an element of good negotiation?

Accepted Answer

A)  Be hard on the problem, soft on the people
B)  Conflict on a project can be good
C)  Negotiation is not a contest
D)  Seek first to understand, then to be understood
E)  Avoid dealing with unreasonable people

Question 9

In the traditional approach to managing contracted relationships, ________ are structured and guarded.

Accepted Answer

communications
Explanation: Co...

Question 10

Best practices in outsourcing project work include all the following EXCEPT

Accepted Answer

A)  Well-defined requirements and procedures.
B)  Training and team-building activities.
C)  Well-established conflict management processes.
D)  Frequent reviews and status updates.
E)  Short-term, no-pressure outsourcing relationships.

Question 11

The term __________ has traditionally been applied to the transferring of business functions or processes to other, often foreign, companies.

Accepted Answer

outsourcing
Explanation: The term outsou...

Question 12

Which of the following is NOT a key to successful partnering relationships?

Accepted Answer

A)  Mutual trust
B)  Jointly shared risk
C)  Total company involvement
D)  Independent project teams
E)  Long-term commitment

Question 13

When using the partnering approach to manage contracted relationships, access to each other's organization resources is available.

Accepted Answer

A) True 
 B)False

Question 14

Projects are more prone to conflict when outsourcing project work.The primary control mechanism for dealing with and resolving problems is known as _________.

Accepted Answer

escalation
Explanation: Escalation is th...

Question 15

What does the acronym BATNA stand for?

Accepted Answer

A)  Best alternative to a negotiated agreement
B)  Be able to negotiate an agreement
C)  Better ability to negotiate an agreement
D)  Best ability to have a negotiated agreement
E)  Better agree than no agreement

Question 16

Outsourcing project work requires

Accepted Answer

A)  The need to reduce costs.
B)  Willingness to accept an inferior product.
C)  Strong management and leadership.
D)  A very focused scope.

Question 17

Toyota and DaimlerChrysler collaborating with suppliers to develop new automobile platforms is an example of outsourcing.

Accepted Answer

A) True 
 B)False

Question 18

When considering principled negotiation, when one person identifies options that are of low cost to them but of high interest to the other party, this is an example of

Accepted Answer

A)  Separate people from the problem.
B)  Be honest.
C)  Focus on interests, not positions.
D)  Invent options for mutual gain.
E)  When possible, use objective criteria.

Question 19

Disadvantages of outsourcing project work may likely include all of the following EXCEPT

Accepted Answer

A)  Increased conflict.
B)  Coordination breakdowns.
C)  Increased costs.
D)  Loss of control.
E)  More internal morale issues.

Question 20

In project negotiation each negotiator is out to win as much as he or she can for his or her side.

Accepted Answer

A) True 
 B)False

Exam 12: Outsourcing: Managing Interorganizational Relations

In project negotiation each negotiator is out to win as much as he or she can for his or her side.

Correct AnswerverifiedShow Answer

Which of the following is NOT an element of good negotiation?

Correct AnswerverifiedShow Answer

When considering principled negotiation, when one person identifies options that are of low cost to them but of high interest to the other party, this is an example of

Correct AnswerverifiedShow Answer

Projects are more prone to conflict when outsourcing project work.The primary control mechanism for dealing with and resolving problems is known as _________.

Correct AnswerverifiedescalationExplanation: Escalation is th...View AnswerShow Answer

Outsourcing project work requires

Correct AnswerverifiedShow Answer

In some countries, laws are considered to be guidelines that are not necessarily followed.

Correct AnswerverifiedShow Answer

The term __________ has traditionally been applied to the transferring of business functions or processes to other, often foreign, companies.

Correct AnswerverifiedoutsourcingExplanation: The term outsou...View AnswerShow Answer

Principled negotiation emphasizes developing win/win solutions while protecting yourself against those who would take advantage of your forthrightness.Which of the following is NOT one of the key points of principled negotiation?

Correct AnswerverifiedShow Answer

Best practices in outsourcing project work include all the following EXCEPT

Correct AnswerverifiedShow Answer

There is a potential loss of __________ over a project when the core team depends on other organizations that they do not have direct authority over.

Correct AnswerverifiedcontrolExplanation: There is potential ...View AnswerShow Answer

The team-building sessions often conclude with the creation of a partnering _________ signed by all of the participants.

Correct AnswerverifiedcharterExplanation: The team-building s...View AnswerShow Answer

A company no longer has to keep up with technological advances.High levels of __________ and technology can be brought onto a project by using contracted services.

Correct AnswerverifiedexpertiseExplanation: A high level of e...View AnswerShow Answer

When using the partnering approach to manage contracted relationships, access to each other's organization resources is available.

Correct AnswerverifiedShow Answer

The best defense against unreasonable, win/lose negotiators is having what Fisher and Ury call a strong BATNA.

Correct AnswerverifiedShow Answer

Disadvantages of outsourcing project work may likely include all of the following EXCEPT

Correct AnswerverifiedShow Answer

Toyota and DaimlerChrysler collaborating with suppliers to develop new automobile platforms is an example of outsourcing.

Correct AnswerverifiedShow Answer

The following are ways a project manager can manage a customer's expectations and perceptions EXCEPT

Correct AnswerverifiedShow Answer

In the traditional approach to managing contracted relationships, ________ are structured and guarded.

Correct AnswerverifiedcommunicationsExplanation: Co...View AnswerShow Answer

What does the acronym BATNA stand for?

Correct AnswerverifiedShow Answer

Which of the following is NOT a key to successful partnering relationships?

Correct AnswerverifiedShow Answer

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escalation
Explanation: Escalation is th...
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outsourcing
Explanation: The term outsou...
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control
Explanation: There is potential ...
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charter
Explanation: The team-building s...
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expertise
Explanation: A high level of e...
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communications
Explanation: Co...
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