Supply Chain Management
Question Bank
Course Introduction
Supply Chain Management explores the end-to-end processes involved in delivering goods and services from raw material suppliers to final consumers. This course examines the strategic and operational aspects of managing supply chains, including procurement, logistics, inventory management, demand forecasting, and distribution. Students will learn how to optimize supply chain networks, enhance supplier relationships, and integrate technology to improve transparency and efficiency. The course emphasizes global supply chain challenges, sustainability, risk management, and the critical role of supply chains in achieving competitive advantage in todays dynamic business environment.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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Sample Questions
Q1) Negotiators with a string of successful acquisitions and very few failures develop great confidence in the accuracy of their skills.This is an illustration of the myth that
A) negotiators need to believe in their gut feelings
B) experience improves confidence, but not necessarily accuracy
C) negotiators always have astute judgment
D) negotiators are innately gifted
Answer: B
Q2) Mr.Smith,manager of ABC Corp.,plans to acquire another company.He is on the verge of negotiating with the other company's manager.Mr.Smith is predisposed to attribute successful outcomes to his own skill while holding bad luck or others squarely responsible for all unsuccessful outcomes.This tendency has unfortunately led him to make deals that have not been successful.What is his problem known as in business negotiation terms?
A) confirmation bias
B) egocentrism
C) self-reinforcing incompetence
D) satisficing
Answer: C
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3
Chapter 2: Preparation: What to Do Before Negotiation
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Sample Questions
Q1) Robert was the purchase agent of an office furniture manufacturer.While dealing with one of the vendors,he successfully negotiated the prices for items A and B.However,the vendor was firm on the price that he quoted for item C.Robert unsuccessfully insisted on a getting a discount for C also and eventually declined all the purchase terms offered by the vendor.Which of the following,if true,would contradict the reflection that Robert was engaged in a reactive devaluation?
A) The price quoted for C was much higher than the market price.
B) The vendor had not established a strong relationship with the manufacturer.
C) The vendor was directly procuring the item C.
D) The vendor had offered a lower price during an earlier purchase.
Answer: A
Q2) What does BATNA mean?
A) Best Alternative To Negate Aggression
B) Bargaining Assets To Negotiate an Agreement
C) Best Alternative To a Negotiated Agreement
D) Begin At The Negotiated Agreement
Answer: C
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Page 4
Chapter 3: Distributive Negotiation: Slicing the Pie
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Sample Questions
Q1) The zone of possible agreements (ZOPA)is the range between ________.
A) the buyer's and the seller's target points
B) the seller's target point and the buyer's reservation point
C) the buyer's and the seller's reservation points
D) the buyer's target point and the seller's reservation point
Answer: C
Q2) It is an almost universal norm that concessions take place in a quid pro quo fashion,meaning that negotiators expect ________.
A) that the party who made the opening offer should make the highest concession
B) the opening offer to be the anchoring offer
C) a back-and-forth exchange of concessions between parties
D) the final offer to be very close to the opening offer
Answer: C
Q3) Bargaining surplus is the amount of overlap between ________.
A) the buyer's target point and the seller's reservation point
B) the buyer's and seller's target points
C) the buyer's and seller's reservation points
D) the buyer's reservation point and the seller's target point
Answer: C
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Page 5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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Sample Questions
Q1) Jayne is in the process of negotiating an employment contract with BlueSun Corp.Jayne offers to join in a month's time,after serving notice at her present job,while BlueSun needs her to join immediately.Jayne is holding out for a pay package that is well above BlueSun's reservation point.Given that BlueSun's priority is getting someone to join immediately,which of the following situations,if true,would be most likely to result in a settlement to both their satisfactions?
A) The time factor is the most important consideration for both parties.
B) Jayne is willing to forgo the high pay package in return for the later joining date.
C) BlueSun can stretch its budget to give Jayne the pay package he wants.
D) For Jayne, the economic considerations outweigh all the others.
Q2) Negotiators should always use premature concessions to gain the other party's trust.
A)True
B)False
Q3) Explain the criteria under which contingency contracts are effective.
Q4) The union of both parties' issues forms the issue mix of the negotiation.
A)True
B)False
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Chapter 5: Developing a Negotiating Style
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Sample Questions
Q1) ________ refers to a negotiator's belief in his or her ability to claim resources effectively.
A) Primacy effect
B) Distributive self-efficacy
C) Self-serving bias
D) False consensus effect
Q2) People with a cooperative orientation behave competitively when paired with a competitive opponent.Which of the following statements,if true,would weaken this argument?
A) People make judgments about what is fair based on what they are investing in the relationship and what they are getting out of it.
B) The motivational orientation of people remains fixed irrespective of the circumstances.
C) People's choices are driven, in large part, by their relationship with the other party.
D) One of the fastest ways to extinguish a behavior is simply not to respond.
Q3) Conventional arbitration is more effective than the arb-med method.
A)True
B)False
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Chapter 6: Establishing Trust and Building a Relationship
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Q1) Merit-based rule is also known as the ________ rule.
A) equality
B) equivalence
C) equity
D) escrow
Q2) ________ conflict is rooted in personality and ego.
A) Intuitive
B) Structural
C) Cognitive
D) Emotional
Q3) When people assume that the cause of a particular behavior is something external to the individual,this is known as ________.
A) dispositional attribution
B) situational attribution
C) ultimate attribution error
D) fundamental attribution
Q4) Expressing disappointment can be detrimental if a negotiator intends to repair broken trust.
A)True
B)False
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Chapter 7: Power,Persuasion,and Ethics
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Sample Questions
Q1) Which of the following statements is true about pseudostatus characteristics?
A) During a negotiation, women have more influence than men.
B) Pseudostatus characteristics are legitimate markers of status.
C) Although pseudostatus characteristics are not legitimate markers of status, people treat them as though they are.
D) Pseudostatus characteristics rarely exert any effect on the negotiation.
Q2) Discuss primary and the secondary status characteristics.
Q3) Secondary status characteristics are also called ________ characteristics.
A) pseudostatus
B) implied
C) perceived
D) apparent
Q4) Marshaling defense strategies is more difficult in the case of peripheral route persuasion tactics than in the case of central route persuasion tactics.
A)True
B)False
Q5) People are risk-averse for losses and risk-seeking when it comes to gains.
A)True
B)False
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) RGB Inc.and Greengold Distributors have been locked in negotiations for a number of months.The negotiators of the parties involved decided not to finalize their terms and conditions until a particular event took place.Which of the following methods has been used in this case?
A) logrolling
B) non-specific compensation
C) pie-expansion
D) contingency contract
Q2) Which of the following refers to the process of incubation?
A) The negotiators create a new alternative that meets parties' underlying interests.
B) The negotiators align the issues in such a way that permits the issues to be negotiated independently and, ideally, traded off.
C) The negotiating teams agree to take a break and convene the next day to iron out a solution to their problem.
D) The rival negotiating teams each make one concession in return for securing approval for a contract.
Q3) Distinguish between inductive and deductive reasoning.
Q4) Briefly explain the rational problem solving model.
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Page 10
Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) Which of the following statements is true regarding the use of majority rule in negotiations?
A) It is a very uncommon method of aggregating preferences.
B) It recognizes the strength of individual preferences.
C) It does not promote integrative tradeoffs among issues.
D) It gives more efficient outcomes than unanimous rule.
Q2) The mere contact strategy is based on the principle that greater contact among members of diverse groups ________.
A) reduces intergroup prejudice when participants are not of equal status
B) limits the need for social and institutional support
C) increases cooperation among group members
D) results in the out-group homogeneity bias
Q3) According to the naïve realism principle,people ________.
A) view two options as more dissimilar when evaluating them simultaneously than when evaluating them separately
B) expect others to hold views of the world similar to their own
C) search for or interpret information in a way that confirms their preconceptions
D) rely too heavily on one trait or piece of information when making decisions
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11
Chapter 10: Cross-Cultural Negotiation
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Sample Questions
Q1) Which of the following is a dimension of culture?
A) individualism versus collectivism
B) homogeneity versus heterogeneity
C) simultaneous versus parallel communication
D) demographic versus topographic features
Q2) What intercultural negotiation challenge can be seen from the fact that joint gains were significantly lower in negotiations across different cultures,as compared to negotiations within the same culture?
A) dividing the pie
B) ethnocentrism
C) affiliation bias
D) expanding the pie
Q3) Ethnocentrism,or the unwarranted positive beliefs about one's own group leads to the manifestation of ________.
A) prototypes
B) chromotypes
C) stereotypes
D) heterotypes
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12
Chapter 11: Tacit Negotiations and Social Dilemmas
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Q1) Patrick donates money to the community welfare fund and does a lot of social work.In the context of a public goods dilemma,Patrick can be affectionately called a(n)________.
A) sucker
B) boundary spanner
C) early adopter
D) free rider
Q2) Jessica is facing a prisoner's dilemma and she decides to use the tit-for-tat strategy.Which of the following statements is true regarding the outcome?
A) Jessica will always earn less than her opponent.
B) The most Jessica will earn is as much as her opponent.
C) Jessica will always earn more than her opponent.
D) Jessica will defect on the first trial
Q3) Robert and Jaden are facing a prisoner's dilemma.According to the principle of dominance detection,a dominant strategy for Robert results in ________.
A) a poor outcome for Robert no matter what Jaden does
B) a better outcome for Robert no matter what Jaden does
C) a poor outcome for Robert only when Jaden behaves in a particular way
D) a better outcome for Robert only when Jaden behaves in a particular way
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Page 13
Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) What are the key challenges to "same time,different place" negotiations?
Q2) Face-to-face meetings are ideal for wrestling with complex negotiations.
A)True
B)False
Q3) William works as a sales manager for a company which exports garments.William is negotiating a sales contract with an international client.He is conducting the negotiation through e-mails.Which of the following is he more likely to observe?
A) Conflicts are expressed, recognized, and addressed quickly.
B) The negotiations usually reach integrative outcomes.
C) He could quickly clarify his doubts due to frequent feedback.
D) The counterparty adopts an adversarial negotiation style.
Q4) The "sinister attribution error" is the tendency for people to ________.
A) rely too heavily on one trait or piece of information when making decisions
B) attribute malevolent motives to people who represent the out-group
C) view two options as more dissimilar when evaluating them simultaneously than when evaluating them separately.
D) underestimate task-completion times for a given set of tasks
Q5) Discuss the key biases that affect the ability of people to negotiate via e-mail.
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Chapter 13: Are You a Rational Person Check Yourself
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Q1) According to the ________ effect,people have a tendency to overweight certain outcomes relative to outcomes that are merely probable.
A) possibility
B) probability
C) extremity
D) certainty
Q2) If a person's utility function is convex,his or her decisions will be risk-neutral and identical to those predicted by expected value maximization.
A)True
B)False
Q3) If a utility function is concave,a decision maker will ________.
A) always choose a risky gamble
B) always choose a sure thing
C) always make a decision in uncertainty or ignorance
D) choose a prospect whose expected value is identical to a sure thing
Q4) Rational models serve a diagnostic purpose to negotiators.
A)True
B)False
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Chapter 14: Nonverbal Communication and Lie Detection
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Q1) You are discussing a new project proposal with one of your colleagues.After you finish explaining the proposal to him,he indicates that he likes the proposal with the help of a thumbs-up gesture.This gesture is called a(n)________.
A) predictor
B) adaptor
C) illustrator
D) emblem
Q2) If someone wants to lie about a closing date,it would be important to determine what kind of closing date is preferred by the target (one cannot assume early or late).This is an example of a ________.
A) jocose lie
B) lie of omission
C) monitoring-dependent lie
D) lie of commission
Q3) Which of the following terms refers to how people hold and orient their body?
A) gesture
B) interpersonal spacing
C) paralinguistic cue
D) posture
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Page 16
Chapter 15: Third-Party Intervention
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Q1) Which of the following is the greatest advantage of arbitration as a method of dispute resolution?
A) Arbitration absolves the arbitrator of any blame if the results are not to the liking of either party.
B) Arbitration does not require the parties to call witnesses and offer supporting evidence for their respective positions.
C) Arbitration always produces a definite solution or settlement to any kind of dispute.
D) Arbitration curbs the tendency of disputants to ask for very extreme settlements.
Q2) Mediated settled agreements are enforceable as contracts in courts of law.
A)True
B)False
Q3) When disputants overestimate the extent to which third parties share their beliefs,it results in ________.
A) overconfidence bias
B) false attribution bias
C) exaggeration of conflict bias
D) hostile media bias
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Chapter 16: Negotiating a Job Offer
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Q1) Which of the following is classified as an additional living expense?
A) student loan debt service
B) life insurance
C) income tax
D) vacations
Q2) Negotiators should always assume that a job offer is negotiable.
A)True
B)False
Q3) What is the advantage of a negotiator breaking down issues important to him into smaller subsets,prior to a negotiation?
A) It provides greater opportunity for creative agreements.
B) It enhances the attractiveness of the negotiator's BATNA.
C) It helps the negotiator deal with any unplanned negotiation scenario.
D) It helps the negotiator assess the employer's possible BATNAs.
Q4) Which of the following is a component of paid leave?
A) stock/equity interest
B) 401k
C) wellness programs
D) training time
Q5) Write a brief note on BATNAs and their significance in job negotiations.
Page 18
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