Question 1

Which of the following is the first step in bargaining?

Accepted Answer

A)  Letting the other party make the first offer 
B)  Developing rapport and focusing on obstacles, not on the person 
C)  Listening and asking questions to focus on meeting the other party's needs 
D)  Asking for something in return

Question 2

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?

Accepted Answer

The answer of You have heard the expression, "It's not...

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

The networking process includes creating a four-minute barrier.

Accepted Answer

A) True 
 B)False

Question 5

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.

Accepted Answer

The answer of What are your strongest and weakest areas...

Question 6

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.

Accepted Answer

The answer of The text states that the distributive bargaining...

Question 7

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

Accepted Answer

The answer of Give a job example of how a...

Question 8

"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?

Accepted Answer

A)  Ask for something in return 
B)  Opt for BATNA 
C)  Create urgency 
D)  Set a specific limit

Question 9

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

Accepted Answer

A)  Inspirational tactic, using emotional appeal with feelings 
B)  Rational persuasion tactic, using logical arguments with facts and figures 
C)  Assert their ideas with power, more than with influencing tactics 
D)  Drag out the negotiations

Question 10

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

Accepted Answer

The answer of Write a one-minute self-sell to achieve your...

Question 11

What is negotiating? Describe the two bargaining strategies.

Accepted Answer

The answer of What is negotiating? Describe the two bargaining...

Question 12

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

Accepted Answer

The answer of Negotiating planning includes researching the other parties,...

Question 13

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

Accepted Answer

The answer of Explain how you have used or will...

Question 14

"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?

Accepted Answer

A)  Listen and ask questions to focus on meeting the other party's need 
B)  Let the other party make the first offer 
C)  Ask for something in return 
D)  Develop options and tradeoffs

Question 15

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

Accepted Answer

The answer of The next time you negotiate, will you...

Question 16

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

Accepted Answer

A)  negotiation 
B)  contract 
C)  coalition 
D)  compensation

Question 17

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

Accepted Answer

A)  Let the other party make the first offer 
B)  Postpone negotiations 
C)  Develop options and trade-offs 
D)  Focus on obstacles, not the person

Question 18

"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?

Accepted Answer

A)  Develop a network 
B)  Create a one-minute self-sell 
C)  Conduct networking interviews 
D)  Perform a self-assessment and set objectives

Question 19

"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?

Accepted Answer

A)  Changing the subject to a personal one 
B)  Selling the deal 
C)  Leaving, if the other person doesn't care much about relationships 
D)  Sticking around, if the other person wants to work on the relationship

Question 20

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

Accepted Answer

A) True 
 B)False

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.

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.