Chapter 9

Question 1

best alternative to a negotiated agreement

Answer 1

Strong or weak BATNA indicates

one’s power to negotiate with the other party.

Question 2

co-location

Answer 2

A situation in which project members, including those from different organizations, work together in the same location.

Question 3

escalation

Answer 3

A control mechanism for resolving problems in which people at the lowest appropriate level, after attempting to resolve a problem within a set time limit, “escalate” the problem to the next level of management.

Question 4

met-expectations model

Answer 4

Customer satisfaction is a function of the extent to which perceived performance exceeds expectations.

Question 5

outsourcing

Answer 5

Contracting for the use of external sources (skills) to assist in implementing a project.

Question 6

partnering charter

Answer 6

A formal document that states common goals as well as cooperative procedures used to achieved these goals, which is signed by all parties working on a project.

Question 7

principled negotiation

Answer 7

A process of negotiation that aims to achieve win/win results.