IBM553 Topic 4-5

IBM553 Topic 4-5

University

20 Qs

quiz-placeholder

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IBM553 Topic 4-5

IBM553 Topic 4-5

Assessment

Quiz

Business

University

Medium

Created by

hanif zaeim

Used 14+ times

FREE Resource

20 questions

Show all answers

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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