Villanova University's Federal Contract Management Certification Course (Test 3)

Jul 18th, 2013
Sigchi4life
Category:
Business & Finance
Price: $10 USD

Question description

1. Question:Being honest, fair, structuring, managing, and executing negotiations that are "win/win" result in

A

A strengthened relationship with the opponent

B

Positive relationships with colleagues and opponents

C

Favorable agreements for both parties

D

All of the above

2. Question:Instructions to Offerors would be found in which part of the Federal Uniform Contract Format?

A

Part I

B

Parts II and III

C

Part III

D

Part IV

3. Question:Fundamentally, negotiations are a process consisting of four elements. Which one does NOT belong?

A

The consideration offered is sufficient to support the agreement

B

Securing an agreement between the parties with different needs and goals

C

Each party benefits from establishing the agreement

D

Each party has something to offer to the other

4. Question:It is through a process of elimination, or rather failures, over time that we begin to determine the key elements that make the negotiation equation work. Those two key elements areI. Strong/polished sales skill
II. Strong/polished skill
III. Effective manipulator
IV. Effective intuitive insight
V. Effective strategies

A

I and II only

B

I and III only

C

II and IV only

D

II and V only

5. Question:Questions in a negotiation can operate as a tool to the process. One should utilize questions to

A

Gain information

B

Gain participation

C

Reduce tension

D

All of the above

6. Question:Letting the opposition speak first is strategically critical as they will tell you what they want. This allows you to gain which of the following specific advantages?I. Tailor your negotiation plan in real time
II. It gives the opponent a sense of satisfaction to lay his cards on the table
III. It reinforces how you meet your opponent's expressed needs
IV. You are now in the driver's seat as to what direction the negotiation takes next

A

I, III, and IV

B

II

C

II and III

D

All of the above

7. Question:Failure to evaluate the first offer speaks of many shortcomings, but most importantly it says you are willing to settle for anything or less. It also says that your objectives and goals are not that important, that you are easy, or it could say that you are incompetent and do not know the value of the deal. Finally, it sets a precedent, which is costly on many levels.

A

True

B

False

8. Question:Failing to have a backup plan of options, viable alternatives, various strategies, minimum/maximum for every major point and identified "give me's/trump cards" guarantees losses on many levels that could be significant and even unrecoverable. As long as the human element is involved, you cannot predict the negotiation outcome and assume that you know the opposition based upon past dealings.

A

True

B

False

 9. Question:Always evaluate an offer to determine the strategy behind it. A "low ball" offer could be an indicator thatI. The offeror is insulting your intelligence and is a jerk
II. The offeror has room to move
III. The offeror is incompetent and should be taken advantage of
IV. The offeror enjoys the game and wants you to work for it

A

I and III

B

II and IV

C

III and IV

D

II and III

10. Question:The execution phase of negotiation is an art requiring two levels of skill:1.) having the creativity and flexibility to smoothly and seamlessly interject a wide spectrum of emotions
2.) possessing an intuitive nature to know how, when and to what degree emotions and drama should be interjected into the process

A

True

B

False

11. Question:The following are all competitive methods EXCEPT

A

Competitive proposal

B

Reverse auction

C

Single source

D

Sealed bid

 

12. Question:There is common ground in the understanding of tactics executed for both business and personal negotiations. However, it must be recognized that each possesses intrinsic differences. Correspondingly, their stakes, their assigned value, and the degree of importance involved are definitely unrelated.

A

True

B

False

13. Question:The best negotiators are listeners who observe both verbal and nonverbal communication skills. However, learning to be a good listener is not easy. It requires skill to be able to focus and demonstrate patience and attention to detail, specificallyI. Word choice
II. Slang versus acronyms
III. Sentence structure
IV. Dialect and formality
V. Voice skills inclusive of pitch, tone and rate of speech
VI. None of the above

A

II

B

I, II, III

C

I, III, and V

D

VI

14. Question:Do not narrow the scope of negotiation down to one issue. Develop a number of deal points or "give me's" and utilize them to defuse deadlocks. Doing so provides one with several advantages. Identify which of the following is NOT an advantage

A

It allows you to lead the negotiation

B

It reinforces your credibility and level of trust

C

It allows you to seek greater concessions

D

None of the above

15. Question:To respond accordingly to the distinctive differences as well as the other factors regarding a personal versus a business negotiation, it is critical that one understands the distinctions in addition to ____________.

A

Weighing each against the other, eliminating and addressing the more valid and critical distinctions as part of the negotiation process

B

Appreciating how to tailor/execute the basic tools to meet the needs of each diverse situation

C

Having the skill to evaluate the distinctions in terms of their essential value

D

Having the ability to identify alternative factors minimizing the diversification

Week Six (6) -Test Three (3).doc 

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