
IBM553 Topic 4-5

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Business
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hanif zaeim
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20 questions
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1.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
An overly cooperative negatiator should use these stratergies except;
ask more questions
develop a BATNA
create an audience
get an agent
2.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
The individualistic negotiator prefers to:
maximise their own gains
make interpersonal comparisons
seek equality
make deductions about other people's motivations
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
During a job interview, Ali said, "I am very interested in joining your company if we can work out a fair employment package." What approach does Ali use in the discussion?
Interest
Power
Equality
Right
4.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Conflict escalation threatens the ability of negotiators to reach agreement. One of the most effective ways to respond to a power move by an opponent is:
attack the other party's personality
punishment
do not reciprocate
encourage a threat
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following is an example of a secondary status characteristic in negotiation?
A person's cultural background
The number of supervisees in a person's unit
A person's title
A person's rank within an organization
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following is a strategy that women can use to attain better outcomes in a negotiation?
Use passive misrepresentation
Negotiate on behalf of someone
Create more ambiguity in the negotiation
Use primary status characteristics to gain information
7.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following is NOT an effect of powerful people on those with less power?
Less powerful negotiator is highly accurate in perceiving the behavior
Less powerful negotiator can grow in paranoia
Less powerful negotiator will increase a feeling of control
Less powerful negotiator is consequently lost focus
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