Topic 12 KNC 6-10Please let me know correct answer and explain it

 Topic 12 KNC 6-10

   Please let me know correct answer and explain it

!

   Supply chain management : purchasing & supply management (Negotiation: Getting Contracts and Relationships Rights)

   6.In a negotiation, the RV is used to calculate BATNA.

1. True
2. False

   7.The expectation that if one party makes a concession, the other party will make the next concession is called the . . .?

            a. Concession expectation

• b. Quid pro quo
• c. Multiple concession expectation
• d. Norm of reciprocity
• e. Serial concession pattern

   8.The longer parties negotiate, the more willing they are to make concessions. The discussion mentions that roughly ___% of the concessions in a negotiation are 

       made   during the last ___% of the negotiation:

            a. 50/50

• b. 60/40
• c. 70/30
• d. 80/20
• e. 90/10

   9. At the end of the day, as a supply professional you will negotiate for two basic reasons: 1) to claim value your company, and 2) to lower price.

1. True
2. False

  10.The most obvious focus of a negotiation is the price that you will pay to a supplier.

1. True

      2.False