Project Management

In principled negotiation, "focusing on interests, not positions" means ___.

focusing on what both parties are trying to achieve

In a partnering relationship, ________ forms the basis for strong working relationships.

mutual trust

Effective ___ is critical to successful collaboration.

negotiating

When dealing with unreasonable people who take a win/lose attitude in negotiations, Fisher and Ury recommend ___.

negotiation jujitsu

Companies can secure competitive prices for contracted services, especially if the work can be outsourced ___

offshore

Companies are using ___ surveys to collect data from all project participants about the quality of working relations.

online or internet

The term ____________ has traditionally been applied to transferring business functions or processes (e.g., customer support, IT, accounting) to other, often foreign companies.

outsourcing

Too often _____ ______ become entangled with the substantive issues under consideration.

personal relations

When a partnering charter is developed as a result of a team-building session, the charter includes common goals for the project and _____.

procedures to achieve these goals

Outsourced projects may experience conflicts when employees have different values and perspectives from one organization to the next. Successful partnering firms establish ________ up front, so that disagreements can be handled constructively.

rules of engagement

Once the individuals involved have identified their interests, then they can explore options for _____ _____

Blank 1: mutual Blank 2: gain

Requesting ___ ____ involves obtaining information, quotes, bids, or proposals from sellers and providers.

Blank 1: seller Blank 2: responses

_____ extends beyond competitive secrets and technology to include access to information systems.

Security

What is the final step in the request for proposal (RFP) process?

Select the contractor.

Fisher and Ury advocate "be hard on the problem, soft on the people." This fits into which key point of principled negotiation?

Separate the people from the problem.

There are distinct differences between partnering and traditional approaches to managing contracted relationships. Identify the characteristic(s) of a partnering relationship.

Shared goals Collaborative relationships

Which of the following is NOT a characteristic of the traditional approach to managing contracted relationships?

Shared goals and objectives

Team-building sessions often culminate with the creation of a _______ signed by all the participants.

partnering charter

Fisher and Ury from the Harvard Negotiation project champion an approach called ______________ negotiation.

principled

Once an organization decides to outsource project work, bids will be solicited by using a ___, which is often developed by the project manager.

request for proposal (RFP)

A synonym for a "fixed-price contract" is ___

"lump sum agreement"

What is negotiation jujitsu?

A technique for negotiating with unreasonable people

Your ___ reflects how dependent you are on the other party.

BATNA

A change to a project and/or contract is called a ___ ____.

Blank 1: change Blank 2: order

Which project created a transportation tunnel between France and England and involved more than 250 organizations?

Chunnel

When outsourcing project work, which of the following are best practices?

Co-location of team members Extensive training and team-building activities

______ as partners is considered a legitimate project priority which is assessed along with time, costs, and performance.

Collaborating

____ is a concern and companies have to be very careful when outsourcing processes like payroll, medical transcriptions, and insurance information.

Confidentiality

What type of contract will not have a final price known until the end of the contract term?

Cost-plus

The two basic types of contracts are ____ .

Cost-plus Fixed-price

What types of contracts are commonly used for projects?

Cost-plus Fixed-price

____ satisfaction is the bottom line.

Customer

A contract does which of the following?

Defines the rights of the parties involved Codifies private law which governs the relationship of the parties involved Defines responsibilities of the parties involved

Which project would be the best fit for a fixed-price contract?

Executing a training program

What types of penalties may be included in a performance-based contract?

Failure to meet deadlines Failure to control costs Failure to perform up to standard

In the request for proposal (RFP) process, the winning bid should be selected based on price.

False

Outsourcing always involves sending work offshore.

False

The saying "Seek first to understand, then to be understood" reflects which of the four key principles of negotiation?

Focus on interests, not positions

The formula Perceived Performance / Expected Performance is part of what model of customer satisfaction.

Met-expectations

____ significant segments of project work to other companies, is commonplace.

Outsourcing

Who bears the majority of the risk in a fixed-price contract ____

The contractor

To be successful in negotiations, a project manager should approach negotiations as a noncompetitive process.

True

When an organization decides to outsource project work to a company in another country, training on how to work effectively with that company should be provided to

anyone who will interact with the company

In addition to win/win, Fisher and Ury advocate protecting yourself against ___, as part of principled negotiation.

being taken advantage of

Recent industry polls indicate a shift away from simply nailing the best low-cost deal to securing services from companies that provide ___

best value in terms of cost and performance

Cost-plus contracts put the burden of risk on the ____

client

Contracts are often modified after the project is initiated because ___ .

clients want to alter the scope

When partnering organizations enable people from each organization to work side-by-side, this is an example of using ____ to increase project coordination.

co-location

A/n ____ is a formal agreement between two parties wherein one party obligates itself to perform a service and the other party obligates itself to do something in return.

contract

The purpose of a contract change control system is to ____

define the process for changing the original contract

When outsourcing project work, integrating different firms' project management systems is a key factor in ____

developing well-defined requirements

Co-location is less relevant for ____ work.

independent

The key to brainstorming is separating the ____ from the ___ .

inventing deciding

Major benefits can be enjoyed when outsourcing arrangements are ___

long term

On small projects, a "cost-plus contract" is also called a ____ .

time and materials contract

The primary disadvantage of a fixed-price contract for contractors is that they run the risk of ____

underestimating.

Many outsourced projects operate in a ___ environment in which people are linked by computers, faxes, computer-aided design systems, and video teleconferencing.

virtual

The best practices being used by firms that excel in project management and have extensive outsourcing experience include:

well defined requirements and procedures frequent review and status updates long-term outsourcing relationships fair and incentive laden contracts extensive training and team building activities co-location when needed well established conflict management processes in place

BATNA stands for ____ _____ to a ___ _____.

Blank 1: best Blank 2: alternative Blank 3: negotiated Blank 4: agreement

Clients are able to get a minimum price for a fixed-price contract by putting out the contract to --- ----- .

Blank 1: competitive Blank 2: bid

Project managers must be skilled at managing customer ___ and ___.

Blank 1: expectations Blank 2: perceptions

____ ____ involves describing the requirements for products or services desired from outsourcing and identifying potential suppliers or sellers.

Blank 1: Planning Blank 2: Contracting

Webber and Torti observed that instead of maintaining a clearly defined relationship with the client, project managers often become part of the client organization. Match the role these project managers often assume, on the left, with its strategy on the right.

Entrepreneur ---- Use persuasion to influence others Politician ---- Align with powerful individuals Friend --- Identify common interests and experiences Marketer --- Align new ideas/proposals with strategic objectives Coach - - - Provide challenging tasks to build the skills of team members

Which of the following are typically included in a request for proposal?

Evaluation criteria Costs and payment schedule Type of contract Summary of needs and request for action Deliverable specifications Statement of work Project schedule Experience and staffing Responsibilities—vendor and customer

One of the strategies for communicating with outsourcers is to "Confirm your requirements (Strategy 3)". Which of the following are recommended steps in this strategy?

Have your outsourcer re-document your requirements Document your requirements Request a prototype

When an organization decides to outsource project work overseas, what type of training is necessary to enable a successful outsourcing relationship?

How to work with people from other countries

Which of the following are true statements about partnering?

In partnering, long-term commitments are made. In partnering, project teams consist of all participating organizations. In partnering, risk is shared which encourages innovation and continuous improvement.

Which statement is true of partnering in outsourcing project work?

Partnering requires an extensive commitment of time and energy.

Why do project managers accept negotiation as a noncompetitive process?

People on the project are allies and partners. Everyone loses if the project does not succeed. Everyone will continue to work together after the project ends.

Webber and Torti observed that instead of maintaining a clearly defined relationship with the client, project managers become part of the client organization. Match the project role on the left, with its challenge that faces these project managers, on the right.

Politician ---- Understand diverse cultures between the parent and client organization. Friend ---- Determine the important relationships to build and sustain Marketer - - - Understand the strategic objectives of the client organization Coach - - - Motivate client team members without formal authority

_____ negotiation emphasizes collaborative problem solving.

Principled

Which of the following is a false statement?

Project managers do not need to involve the customer until the project deliverables are ready for acceptance.

When selecting a contractor, the selection criteria is given in the _____

RFP or Request for Proposal

Match the advantages of establishing long-term partnerships, on the left, with the appropriate description on the right.

Reduced administrative costs - - - The costs associated with bidding in selecting a contractor are eliminated. Contract administration costs are reduced as partners become knowledgeable of their counterparts' legal concerns More efficient utilization of resources - - - Contractors have a known forecast of work, while owners are able to concentrate their workforce on core businesses and avoid the demanding swings of project support. Improved communication - - - As partners gain experience with each other, they develop a common language and perspective, which reduces misunderstanding and enhances collaboration. Improved innovation - - - The partners are able to discuss in a more open manner and share risk and rewards fairly.

What is NOT a disadvantage of outsourcing project work?

Reduced flexibility

What has traditionally been the primary motive behind outsourcing project work?

Reducing costs

Negotiation is pervasive in project management. Which of the following do project managers negotiate for?

Support and funding Priorities and commitments Staff and technical input

One simple but useful way of viewing customer satisfaction is in terms of met expectations. According to this model, customer satisfaction is a function of the extent to which perceived performance (or outcome) exceeds expectations. Mathematically this relationship can be represented as the ratio between proceed performance and expected performance. When performance exceeds expectations this ratio is _____ .

greater than 1

Dr. Adam Kolawa offers strategies for overcoming communications difficulties with off shore project partners. Which of the following is not one of the strategies he suggests?

Use a translator

Resolving a dispute by deferring to formulas established by the Financial Accounting Standards board reflects which of the four key principles of negotiation?

Use objective criteria when possible

In a cost-plus contract, the contractor is reimbursed for ____ .

direct allowable costs plus an additional fee for overhead and profit

Companies recognize that contracts can ___ continuous improvement and innovation.

discourage

For every happy customer who shares their satisfaction regarding a particular product or service with another person, a dissatisfied customer is likely to share his/her dissatisfaction with ____ other people

eight

Whenever possible, you should insist on using _____, objective criteria to settle disagreements.

external

According to the met expectations model, customer satisfaction is a function of the extent to which perceived performance (or outcome) exceeds expectations. Mathematically, this relationship can be represented as a ratio. When performance falls short of expectations this ratio is ______

less than 1