Question 1

Which of the following should one avoid when bargaining?

Accepted Answer

A)  Desperation and being intimidated 
B)  Be the first to make a concession 
C)  Come back with a larger counter trade-off 
D)  No go below one's limit objective 
A)  Desperation and being intimidated 
B)  Be the first to make a concession 
C)  Come back with a larger counter trade-off 
D)  No go below one's limit objective

Question 2

_____ includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and tradeoffs.

Accepted Answer

A)  An agreement 
B)  Postponement 
C)  Bargaining 
D)  Negotiating planning 
A)  An agreement 
B)  Postponement 
C)  Bargaining 
D)  Negotiating planning

Question 3

"Peter is in a meeting with a person who has years of experience in the field Peter is interested to work in." Which of the following should Peter do immediately after the first step of establishing rapport?

Accepted Answer

A)  Deliver the one-minute self-sell 
B)  Linger beyond the time offered 
C)  Praise the person 
D)  Ask for additional contacts 
A)  Deliver the one-minute self-sell 
B)  Linger beyond the time offered 
C)  Praise the person 
D)  Ask for additional contacts

Question 4

Explain how networking and/or negotiating have affected behavior, human relations, and performance where you work or have worked.

Accepted Answer

Networking and negotiating have had a si

Question 5

Networking is a _____ skill that just about everyone struggles with at some time or another.

Accepted Answer

The answer of Networking is a _____ skill that just...

Question 6

_____ is the ongoing process of building interconnected relationships for the purpose of politicking and socializing.

Accepted Answer

A)  Networking 
B)  Amalgamation 
C)  Negotiation 
D)  Campaigning 
A)  Networking 
B)  Amalgamation 
C)  Negotiation 
D)  Campaigning

Question 7

Integrative bargaining creates _____ situation.

Accepted Answer

A)  a take-it-or-leave-it 
B)  a win-win 
C)  a compromising 
D)  zero-sum 
A)  a take-it-or-leave-it 
B)  a win-win 
C)  a compromising 
D)  zero-sum

Question 8

The task of self-assessment can help clarify your skills, competencies, and knowledge.

Accepted Answer

A) True 
 B)False

Question 9

Negotiating planning includes creating one-minute self-sell.

Accepted Answer

A) True 
 B)False

Question 10

Describe negotiating planning.

Accepted Answer

Step 1: Research the other parties-read

Question 11

"Jonathan wants to buy a new motorbike and visits a dealer. Jonathan tells the dealer that he will buy the bike provided he gets free insurance for it." Which of the following has Jonathan done while negotiating planning?

Accepted Answer

A)  Planned his best alternative to a negotiated agreement 
B)  Set an opening objective offer 
C)  Set a target objective 
D)  Set a specific limit objective 
A)  Planned his best alternative to a negotiated agreement 
B)  Set an opening objective offer 
C)  Set a target objective 
D)  Set a specific limit objective

Question 12

"I am willing to pay up to $5,000 for the bike, but not more than that." Which of the following is this an example of?

Accepted Answer

A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer 
A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer

Question 13

To expand your network list, you should include people you do not know.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is a task to be performed in the networking process?

Accepted Answer

A)  Perform a self-assessment and set objectives 
B)  Create a four-minute barrier 
C)  Develop a time log 
D)  Attend job interviews 
A)  Perform a self-assessment and set objectives 
B)  Create a four-minute barrier 
C)  Develop a time log 
D)  Attend job interviews

Question 15

"Wilma is hardworking and talented. She keeps herself informed about the latest developments in her field and is performing well in her job." Which of the following is the most important reason for Wilma to develop her networking skills?

Accepted Answer

A)  To get a job 
B)  To negotiate with other people 
C)  To advance within the organization 
D)  To perform a self-assessment and set objectives 
A)  To get a job 
B)  To negotiate with other people 
C)  To advance within the organization 
D)  To perform a self-assessment and set objectives

Question 16

Explain the networking process.

Accepted Answer

The networking process includes these ta

Question 17

"My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone." Which of the following is this an example of?

Accepted Answer

A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer 
A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer

Question 18

Which of the following does bargaining include?

Accepted Answer

A)  Setting a specific limit objective 
B)  Anticipating questions and objections and preparing answers 
C)  Developing options and trade-offs 
D)  Listening and asking questions to focus on meeting the other party's need 
A)  Setting a specific limit objective 
B)  Anticipating questions and objections and preparing answers 
C)  Developing options and trade-offs 
D)  Listening and asking questions to focus on meeting the other party's need

Question 19

Write negotiating objectives that include limit, target, and opening objectives and a BATNA.

Accepted Answer

Negotiating objectives should include a

Question 20

"If he doesn't agree on the rent I can afford, I'll wait till the end of the month, till Jenny moves." Which of the following is this an example of?

Accepted Answer

A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer 
A)  Best alternative to a negotiated agreement 
B)  A specific limit objective 
C)  A target objective 
D)  An opening objective offer

Which of the following should one avoid when bargaining?

_____ includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and tradeoffs.

"Peter is in a meeting with a person who has years of experience in the field Peter is interested to work in." Which of the following should Peter do immediately after the first step of establishing rapport?

Explain how networking and/or negotiating have affected behavior, human relations, and performance where you work or have worked.

Networking is a _____ skill that just about everyone struggles with at some time or another.

_____ is the ongoing process of building interconnected relationships for the purpose of politicking and socializing.

Integrative bargaining creates _____ situation.

The task of self-assessment can help clarify your skills, competencies, and knowledge.

Negotiating planning includes creating one-minute self-sell.

Describe negotiating planning.

"Jonathan wants to buy a new motorbike and visits a dealer. Jonathan tells the dealer that he will buy the bike provided he gets free insurance for it." Which of the following has Jonathan done while negotiating planning?

"I am willing to pay up to $5,000 for the bike, but not more than that." Which of the following is this an example of?

To expand your network list, you should include people you do not know.

Which of the following is a task to be performed in the networking process?

"Wilma is hardworking and talented. She keeps herself informed about the latest developments in her field and is performing well in her job." Which of the following is the most important reason for Wilma to develop her networking skills?

Explain the networking process.

"My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone." Which of the following is this an example of?

Which of the following does bargaining include?

Write negotiating objectives that include limit, target, and opening objectives and a BATNA.

"If he doesn't agree on the rent I can afford, I'll wait till the end of the month, till Jenny moves." Which of the following is this an example of?

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 one avoid when bargaining?

_____ includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and tradeoffs.

"Peter is in a meeting with a person who has years of experience in the field Peter is interested to work in." Which of the following should Peter do immediately after the first step of establishing rapport?

Explain how networking and/or negotiating have affected behavior, human relations, and performance where you work or have worked.

Networking is a _____ skill that just about everyone struggles with at some time or another.

_____ is the ongoing process of building interconnected relationships for the purpose of politicking and socializing.

Integrative bargaining creates _____ situation.

The task of self-assessment can help clarify your skills, competencies, and knowledge.

Negotiating planning includes creating one-minute self-sell.

Describe negotiating planning.

"Jonathan wants to buy a new motorbike and visits a dealer. Jonathan tells the dealer that he will buy the bike provided he gets free insurance for it." Which of the following has Jonathan done while negotiating planning?

"I am willing to pay up to $5,000 for the bike, but not more than that." Which of the following is this an example of?

To expand your network list, you should include people you do not know.

Which of the following is a task to be performed in the networking process?

"Wilma is hardworking and talented. She keeps herself informed about the latest developments in her field and is performing well in her job." Which of the following is the most important reason for Wilma to develop her networking skills?

Explain the networking process.

"My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone." Which of the following is this an example of?

Which of the following does bargaining include?

Write negotiating objectives that include limit, target, and opening objectives and a BATNA.

"If he doesn't agree on the rent I can afford, I'll wait till the end of the month, till Jenny moves." Which of the following is this an example of?

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