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WorksheetsContract Negotiations
Total questions: 20
Worksheet time: 10mins
Name
Class
Date
1.
The negotiation process consist of three distinct and important phases to contract negotiations, select the correct order:
a)
conducting, planning, and documenting
b)
planning, conducting, and documenting
c)
documenting, conducting, and planning
d)
planning, documenting, and conducting
2.
Key to each party's success is their ability to link their organization's _______ and _____ to their respective contract negotiation plans.
a)
people and resources
b)
finances and plans
c)
strategy and goals
d)
terms and conditions
3.
Individual contract negotiation weaknesses includes all except: a. lack of sufficient expertise:
a)
generally, more rapid decisions
b)
generally, conducted more quickly, saving money
c)
generally makes the correct decision
d)
greater sense of accountability for results
4.
Team-based contract negotiation strengths includes all except:
a)
one team member weakness should not be a major factor
b)
strength in numbers, greater expertise to draw on
c)
generally takes more skill to plan and conduct effectively
d)
greater opportunity to effectively use tactics and countertactics to achieve desired results
5.
The most common tool used to exchange documents and collect inputs to develop proposals is:
a)
MS Messenger
b)
SnapChat
c)
Email
d)
Voicemail
6.
A contract negotiation planning workroom is traditional referred to as a:
a)
Conference room
b)
War room
c)
Meeting room
d)
Any work room
7.
With technology, virtual war room applications are being replaced with all except:
a)
Microsoft Share Point
b)
Open Text Live Link
c)
Access Open Link
d)
Lotus QuickPlace
8.
Standard terms and conditions, which are useful when a business regularly enters many contracts and wants to reduce the administrative costs of its purchasing or sales operation are called:
a)
preprinted clauses
b)
fixed clauses
c)
systematic clauses
d)
regular clauses
9.
38. A ______ is a phrase that either activates or suspends a term.
a)
condition
b)
agreement
c)
clause
d)
term
10.
Which is not one of the Win/Win Strategic Guidelines as described in your textbook:
a)
Live by a code of conduct!
b)
Understand the other side has different interests and needs!
c)
Do not narrow the negotiation down to one issue!
d)
Ask questions to try to understand the other's side real needs!
11.
A ______ is simply a part of the contract that addresses a specific subject.
a)
condition
b)
agreement
c)
clause
d)
term
12.
It is important during contract negotiations to communicate clearly and concisely to avoid miscommunication and misunderstanding is identified in which step of contract negotiation planning ten successful strategies.
a)
Adopt a win/win approach
b)
Use language that is simple and accessible
c)
Build solid relationships
d)
Maintain personal integrity
13.
According to your textbook- Questioning and listening strategic guidelines include all except:
a)
Seek to understand, by asking lots of questions to the other side
b)
Practice and use active listening during contract negotiations
c)
Do not speak to impress, speak to inform
d)
Observe how things are said and the other side's nonverbal communications
14.
The textbook identifies how many contract negotiation planning tactics and countertactics:
a)
25
b)
50
c)
10
d)
100
15.
One party will decide to intentionally allow the other party to obtain a more favorable outcome in one negotiation in order to obtain a better relationship and follow-on opportunities; describes contract negotiation tactics and countertactics number ___.
a)
11
b)
12
c)
14
d)
15
16.
A common contract negotiation maneuver that is a form of escalation, it typically occurs at the end of the contract negotiation when one party seeks one or more relatively small concessions or additional demands; describes contract negotiation tactics and countertactics number ___.
a)
27
b)
28
c)
29
d)
30
17.
A common contract negotiation move, providing essentially a false statement to distract attention from other, more important, issues; describes contract negotiation tactics and countertactics number ___.
a)
30
b)
31
c)
32
d)
33
18.
Rather than lie or provide false information, some contract negotiators often fail to provide all of the available information; describes contract negotiation tactics and countertactics number ___.
a)
38
b)
39
c)
40
d)
41
19.
During contract negotiations, if you choose not to respond to a direct question, you can redirect or transfer the question back to the person who asked the question or to another party involved in the contract negotiation; describes contract negotiation tactics and countertactics number ___.
a)
44
b)
45
c)
46
d)
47
20.
A common and highly effective contract negotiation tactic is to agree with the other side on an issue, then say "and …." so you can get something you want as well; describes contract negotiation tactics and countertactics number __.
a)
47
b)
48
c)
49
d)
50
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