Question 1

Which of the following should be included in the one-minute self-sell?

Accepted Answer

A)  Take-it-or-leave-it approach 
B)  Bargaining options and tradeoffs 
C)  An opening objective offer that is higher than you expect 
D)  The target career you are seeking 
A)  Take-it-or-leave-it approach 
B)  Bargaining options and tradeoffs 
C)  An opening objective offer that is higher than you expect 
D)  The target career you are seeking

Question 2

College students are poor at negotiating. Do you agree with this statement?

Accepted Answer

As an AI, I don't hold personal opinions

Question 3

Which of the following is a reason to develop networking skills?

Accepted Answer

A)  To develop intrapersonal relationships 
B)  To perform better at your current job 
C)  To develop a legal power base 
D)  To enhance the use of technology 
A)  To develop intrapersonal relationships 
B)  To perform better at your current job 
C)  To develop a legal power base 
D)  To enhance the use of technology

Question 4

In a networking interview, even if the other person has already heard one's one-minute self-sell, one should say it again.

Accepted Answer

A) True 
 B)False

Question 5

Negotiation is also called _____.

Accepted Answer

The answer of Negotiation is also called _____....

Question 6

"Greg has evaluated himself and chalked out his skills and areas of expertise." Which of the following should Greg do next according to the networking process?

Accepted Answer

A)  Develop a network 
B)  Set networking objectives 
C)  Conduct networking interviews 
D)  Create a one-minute self-sell 
A)  Develop a network 
B)  Set networking objectives 
C)  Conduct networking interviews 
D)  Create a one-minute self-sell

Question 7

Explain how to postpone a deal.

Accepted Answer

If you are not satisfied with a deal, or

Question 8

Can the influencing process really be conducted ethically and in a way that meets the goal of human relations, or is it just manipulation?

Accepted Answer

The influencing process can be conducted

Question 9

Integrative bargaining is negotiating over shares of a fixed pie.

Accepted Answer

A) True 
 B)False

Question 10

The influencing process begins with a(n) _____.

Accepted Answer

The answer of The influencing process begins with a(n) _____....

Question 11

Which of the following is important when setting objectives in negotiating planning?

Accepted Answer

A)  Planning the best alternative to a negotiated agreement 
B)  Finding out who really makes the decision 
C)  Preparing answers for objections 
D)  Developing options and trade-offs 
A)  Planning the best alternative to a negotiated agreement 
B)  Finding out who really makes the decision 
C)  Preparing answers for objections 
D)  Developing options and trade-offs

Question 12

The one-minute self-sell is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

Accepted Answer

A) True 
 B)False

Question 13

When bargaining, which of the following should one do?

Accepted Answer

A)  Develop options and trade-offs 
B)  Postpone negotiations 
C)  Ask for something in return 
D)  Create urgency 
A)  Develop options and trade-offs 
B)  Postpone negotiations 
C)  Ask for something in return 
D)  Create urgency

Question 14

"Jenny wanted the new Audioslave audio CD so she went to the neighborhood store. It had only a copy left and another customer wanted it too. It took some time for Jenny to convince the other person that she wanted it more than him." Which of the following is the situation an example of?

Accepted Answer

A)  Integrative bargaining 
B)  Distributive bargaining 
C)  Innovative bargaining 
D)  Accumulative bargaining 
A)  Integrative bargaining 
B)  Distributive bargaining 
C)  Innovative bargaining 
D)  Accumulative bargaining

Question 15

When one is involved with a complex deal, with trade-offs, one should be willing to be the first to make a concession.

Accepted Answer

A) True 
 B)False

Question 16

The _____ is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

Accepted Answer

A)  cover letter 
B)  resume 
C)  one-minute self-sell 
D)  primacy effect 
A)  cover letter 
B)  resume 
C)  one-minute self-sell 
D)  primacy effect

Question 17

Think of a past, present, or future negotiation situation. Describe the situation and state what you can ask for in return if you don't get your target.

Accepted Answer

One negotiation situation that comes to

Question 18

List the steps of the negotiating process.

Accepted Answer

The negotiating process has four steps:

Question 19

"Tim will decide on a job tomorrow after negotiating the compensation package." Which of the following should Tim do as the final step in negotiating planning?

Accepted Answer

A)  Research the other party 
B)  Set a specific limit objective 
C)  Set a target objective of what he really wants 
D)  Develop options and tradeoffs 
A)  Research the other party 
B)  Set a specific limit objective 
C)  Set a target objective of what he really wants 
D)  Develop options and tradeoffs

Question 20

Give a job example of distributive and integrative bargaining.

Accepted Answer

A job example of distributive bargaining

Which of the following should be included in the one-minute self-sell?

College students are poor at negotiating. Do you agree with this statement?

Which of the following is a reason to develop networking skills?

In a networking interview, even if the other person has already heard one's one-minute self-sell, one should say it again.

Negotiation is also called _____.

"Greg has evaluated himself and chalked out his skills and areas of expertise." Which of the following should Greg do next according to the networking process?

Explain how to postpone a deal.

Can the influencing process really be conducted ethically and in a way that meets the goal of human relations, or is it just manipulation?

Integrative bargaining is negotiating over shares of a fixed pie.

The influencing process begins with a(n) _____.

Which of the following is important when setting objectives in negotiating planning?

The one-minute self-sell is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

When bargaining, which of the following should one do?

"Jenny wanted the new Audioslave audio CD so she went to the neighborhood store. It had only a copy left and another customer wanted it too. It took some time for Jenny to convince the other person that she wanted it more than him." Which of the following is the situation an example of?

When one is involved with a complex deal, with trade-offs, one should be willing to be the first to make a concession.

The _____ is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

Think of a past, present, or future negotiation situation. Describe the situation and state what you can ask for in return if you don't get your target.

List the steps of the negotiating process.

"Tim will decide on a job tomorrow after negotiating the compensation package." Which of the following should Tim do as the final step in negotiating planning?

Give a job example of distributive and integrative bargaining.

Understanding Behavior, Human Relations, and Performance

Personality, Stress, Learning, and Perception

Attitudes, Self-Concept, Values, and Ethics

Time and Career Management

Communications, Emotions, and Criticism

Dealing With Conflict

Leading and Trust

Motivating Performance

Ethical Power, Politics, and Etiquette

Team Dynamics, Creativity and Problem Solving, and Decision Making

Organizational Change and Culture

Valuing Diversity Globally

Filters

Exam 10: Networking and Negotiating

Which of the following should be included in the one-minute self-sell?

College students are poor at negotiating. Do you agree with this statement?

Which of the following is a reason to develop networking skills?

In a networking interview, even if the other person has already heard one's one-minute self-sell, one should say it again.

Negotiation is also called _____.

"Greg has evaluated himself and chalked out his skills and areas of expertise." Which of the following should Greg do next according to the networking process?

Explain how to postpone a deal.

Can the influencing process really be conducted ethically and in a way that meets the goal of human relations, or is it just manipulation?

Integrative bargaining is negotiating over shares of a fixed pie.

The influencing process begins with a(n) _____.

Which of the following is important when setting objectives in negotiating planning?

The one-minute self-sell is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

When bargaining, which of the following should one do?

"Jenny wanted the new Audioslave audio CD so she went to the neighborhood store. It had only a copy left and another customer wanted it too. It took some time for Jenny to convince the other person that she wanted it more than him." Which of the following is the situation an example of?

When one is involved with a complex deal, with trade-offs, one should be willing to be the first to make a concession.

The _____ is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

Think of a past, present, or future negotiation situation. Describe the situation and state what you can ask for in return if you don't get your target.

List the steps of the negotiating process.

"Tim will decide on a job tomorrow after negotiating the compensation package." Which of the following should Tim do as the final step in negotiating planning?

Give a job example of distributive and integrative bargaining.

Understanding Behavior, Human Relations, and Performance

Personality, Stress, Learning, and Perception

Attitudes, Self-Concept, Values, and Ethics

Time and Career Management

Communications, Emotions, and Criticism

Dealing With Conflict

Leading and Trust

Motivating Performance

Ethical Power, Politics, and Etiquette

Team Dynamics, Creativity and Problem Solving, and Decision Making

Organizational Change and Culture

Valuing Diversity Globally

Filters