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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


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.

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Best practices in outsourcing project work include all the following EXCEPT


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.

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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.

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expertise
Explanation: A high level of e...

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

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

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communications
Explanation: Co...

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What does the acronym BATNA stand for?


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

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

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charter
Explanation: The team-building s...

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

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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?


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

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


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

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

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outsourcing
Explanation: The term outsou...

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

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

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escalation
Explanation: Escalation is th...

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

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


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.

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Outsourcing project work requires


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

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


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

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

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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.

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control
Explanation: There is potential ...

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


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

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