Marketing Snowman game about D077 Module 9

End users	Answer: of the item being purchased	1	0	false
environmental	Interpersonal; Organization; _____	2	1	true
Bargaining	Answer: During this phase, parties discuss their goals and seek an agreement. A natural part of this process is making concessions to demonstrate cooperativeness and move the negotiation toward its conclusion.	3	0	false
Competition	Answer: this style want to reach their goal or get their solution adopted regardless of what others say or how they feel.	4	0	false
Buyers	Answer: who are responsible for the contract	5	0	false
Deciders	Answer: who have the final decision	6	0	false
Avoidance	Answer: The avoiding style is uncooperative and unassertive. People exhibiting this style seek to avoid conflict altogether by denying that it is there. They are prone to postponing any decisions in which a conflict may arise.	7	0	false
Modified rebuy	Answer: An organization reorders a product or service with modifications	8	0	false
Deductive approach	Answer: negotiation begins with the big picture in mind. Negotiators start their discussions with an agreed upon strategy, then work on the details.	9	0	false
New task	Answer: A buying situation where an organization considers buying a product or service for the first time	10	0	false
bargaining	Investigation; determining desired outcome; presentation; _____; closure	11	1	true
either	At the close of a negotiation, you and the other party have _____ come to an agreement on the terms or one party has decided that the final offer is unacceptable, therefore that party walks away.1	12	1	true
Compromise	Answer: is a middle-ground style, in which individuals have some desire to express their own concerns and get their way, but still respect the other person’s goals	13	0	false
starting	This involves _____ on small details and working upward until a settlement is reached. For example, this approach is often taken in labor negotiations.	14	1	true
Influencers	Answer: who try to affect the outcome decision with their opinions	15	0	false
received	This helps you know whether to accept an offer _____ during the negotiation. Could you get a better outcome than the proposed deal? What does the other party want? What alternatives do they have?	16	1	true
rationale	style is high on both assertiveness and cooperation. This is a strategy to use for achieving the best outcome from conflict—both sides argue for their position, supporting it with facts and _____ while listening attentively to the other side	17	1	true
assemble	In this phase, you _____ the information you have gathered in a way that supports your position.	18	1	true
industry	External factors such as the health of the economy and the company’s _____ may determine whether an organization chooses to move ahead with a significant purchase or hold off until economic indicators improve.	19	1	true
strategies	Purchasing decisions, especially large expenditures, may be influenced by the organization’s _____, priorities, and performance	21	1	true

Question	Answer
End users	of the item being purchased
Factors that contribute to B2B purchase decisions	Interpersonal; Organization; environmental
Bargaining	During this phase, parties discuss their goals and seek an agreement. A natural part of this process is making concessions to demonstrate cooperativeness and move the negotiation toward its conclusion.
Competition	this style want to reach their goal or get their solution adopted regardless of what others say or how they feel.
Buyers	who are responsible for the contract
Deciders	who have the final decision
Avoidance	The avoiding style is uncooperative and unassertive. People exhibiting this style seek to avoid conflict altogether by denying that it is there. They are prone to postponing any decisions in which a conflict may arise.
Modified rebuy	An organization reorders a product or service with modifications
Deductive approach	negotiation begins with the big picture in mind. Negotiators start their discussions with an agreed upon strategy, then work on the details.
New task	A buying situation where an organization considers buying a product or service for the first time
Negotiation consists of 5 phases	Investigation; determining desired outcome; presentation; bargaining; closure
Closure	At the close of a negotiation, you and the other party have either come to an agreement on the terms or one party has decided that the final offer is unacceptable, therefore that party walks away.1
Compromise	is a middle-ground style, in which individuals have some desire to express their own concerns and get their way, but still respect the other person’s goals
Inductive approach	This involves starting on small details and working upward until a settlement is reached. For example, this approach is often taken in labor negotiations.
Influencers	who try to affect the outcome decision with their opinions
Determining your desired outcome	This helps you know whether to accept an offer received during the negotiation. Could you get a better outcome than the proposed deal? What does the other party want? What alternatives do they have?
Collaboration	style is high on both assertiveness and cooperation. This is a strategy to use for achieving the best outcome from conflict—both sides argue for their position, supporting it with facts and rationale while listening attentively to the other side
Presentation	In this phase, you assemble the information you have gathered in a way that supports your position.
Environmental factors	External factors such as the health of the economy and the company’s industry may determine whether an organization chooses to move ahead with a significant purchase or hold off until economic indicators improve.
Interpersonal factors	B2B decisions are influenced by characteristics of the individuals involved in the selection process.
Organizational factors	Purchasing decisions, especially large expenditures, may be influenced by the organization’s strategies, priorities, and performance
Investigation	This is a key stage that asks- What are your goals for the negotiation? What do you want to achieve? What would you concede? What would you absolutely not concede?
Gatekeepers	who control the flow of information
Dual Concern model	describes five common styles of handling conflict based off of the competing concerns of empathy and self-interest.
Initiator	who suggest purchasing a product or service
Straight rebuy	An organization reorders a product or service without modifications
Mixed negotiations	are the most common and use a blend of inductive and deductive methods.
Accommodation	style is cooperative and unassertive. In this style, the person gives in to what the other side wants, even if it means giving up one’s personal goals.
Distributive view	s a traditional fixed-pie approach. Negotiators see the situation as a pie that they have to divide between them. Each tries to get more of the pie and win.