69. You wish to purchase an item at an antiques store. You see an item you would
ID: 367486 • Letter: 6
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69. You wish to purchase an item at an antiques store. You see an item you would like to buy, but you do not want to pay more than $20. You offer $10, and the proprietor says he will sell the item for $30. You then offer $20, and the proprietor says he will sell the item for $25. You agree to purchase the item at $25. You have paid $5 more than you wanted, and the proprietor receives $5 less than he wanted. What type of bargaining is this? 1. Positional 2, Integrative 3. OWin-win 4. Accommodating 70. What conflict style is represented by the statement: "If I don't mention it, perhaps it will blow over."? 1. Competing 2. Avoiding 3· Accommodating 4. Collaborating 71. What result is accomplished in a successful negotiation? 1. A mutually satisfactory structure 2. An executed agreement 3. O A lasting and mutually beneficial relationship 4. All of these answers 72. For an orga nisation with revenue of $100,000,000, purchases of $60,000,000 and a profit of $8,000,000 before tax, a 10% reduction in purchase spend would result in an increase in profit of I. 10%, giving a profit leverage effect of 1.0 2. 36%, giving a profit leverage effect of 3.6 3. 57%, giving a profit leverage effect of 5.7 4. 60%, giving a profit leverage effect of 6.0 5. C) 7596, giving a profit leverage effect of 7.5 73. Which of the following are important considerations when evaluating the longer-termelaonship potential of a supplier? 1. The supplier is willing to commit specific resources to the relationship 2. The supplier has added many employees to payroll in the last three years 3. The supplier is willing to engage in joint problem-solving and improvement efforts 4. All of the above 5. 1 and 3 74. In supplier measurement, the basic logic of the is built around the calculation of a(n) Cost-based system; supplier performance index 2. O Weighted-point system; cost accounting system 3. O Categorical system; supplier performance index 4. O Weighted-point system; Q adjustment factor 5. Cost-based system; process capability indexExplanation / Answer
69. Answer- Positional Bargaining. The Strategy of holding on to a fixed price of your choice and arguing for what is called Positional Bargaining.
70. Answer- Competing. Competing conflict style is a win-lose kind of strategy, where the parties try to resolve the problems or conflicts at the cost of other party’s feelings.
71. Answer- All of these answers. Successful negotiation is process of reducing the conflicts and disputes that have raised between two parties.
72. Answer- 75%, giving a profit leverage effect of 7.5. Profit leverage effect: revenue – purchases – general, selling and administrative expense = profit. Therefore, $100M - $60M – x = $8M, where x = $32M. If spend ($60M) is reduced by 10 percent ($6M) then profit increases to $14M. The $6M increase in profit is a 75 percent increase (6/8 = .75).
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