Exam 10: Networking and Negotiating

Which of the following is the first step in bargaining?

You have heard the expression, "It's not what you know, it's who you know, that's important." Do you agree? If it is true, is it fair?

Creating a one-minute self-sell is the first step of the networking process.

The networking process includes creating a four-minute barrier.

What are your strongest and weakest areas of networking? How will you improve your networking skills? Include two or three of the most important tips you learned that you will use.

The text states that the distributive bargaining strategy of fighting over a fixed pie is being replaced by the integrative bargaining strategy, in which the size of the pie is increased, for all to share. Give examples of negotiation situations in which a seemingly fixed pie can be increased and shared.

Give a job example of how a coalition was used to achieve an objective.

"Dilton has a job offer from a mobile phone company. He is stalling the decision as he wants to weigh his options." Which of the following steps should the hiring agent take to get Dilton to accept the offer?

Which of the following do Americans tend to use to counter arguments or obstacles to closing the deal?

Write a one-minute self-sell to achieve your networking objective from Work Application 10.3.

What is negotiating? Describe the two bargaining strategies.

Negotiating planning includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and _____.

Explain how you have used or will use networking to help your career.

"Wayne has a meeting with the suppliers from Australia." Which of the following steps of bargaining should Wayne take immediately after developing a rapport with them?

The next time you negotiate, will you actually set three-limit, target, and opening-objectives? Why or why not?

A _____ is a short-term network used to meet an objective.

Which of the following should one incorporate in planning the negotiating process?

"Danny has recently graduated with a degree in advertising and is looking for a job. He has posted his resume on the Internet." Which of the following should Danny do first to help him network effectively?

"Henry is confident of getting the Austrian supply. He is talking with the representatives over lunch." Which of the following should Henry avoid after the deal is made?

One's vendors, suppliers, managers, and mentors are secondary connections.