Management 434 - Business Negotiation » Spring 2022 » Chapter 09 Quiz
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Question #1
According to the book, because you cannot choose who they are nor can you remove them, in this type of relationship it is best to address issues in the early stages before they escalate.
A.
Neighbors
B.
Landlords/Tenants
C.
Acquaintances
D.
Friends/family
Question #2
Typically, _________ has a larger impact on a negotiation.
A.
negative relationships
B.
the impact is equal
C.
positive relationships
D.
the nature of the relationship has no impact
Question #3
The five characteristics of fair processes in family firms, identified by Van der Heyden and colleagues, includes all of the following except?
A.
Consistency
B.
Commitment to fairness
C.
Communication and voice
D.
Collaboration
Question #4
There are likely to be more legal conflicts between the parties in this relationship:
A.
Passengers on a bus
B.
Landlords/Tenants
C.
Friends/family
D.
Co-workers
Question #5
Specializing in working with family businesses, many consultants have backgrounds in:
A.
finance
B.
psychology
C.
law
D.
education
Question #6
A(n) ________ is when the direction of a negotiation changes.
A.
breakthrough
B.
impasse
C.
reroute
D.
turning point
Question #7
According to the text, when there is more at stake and the cost of conflict is higher, you are at higher risk when dealing with this type of party?
A.
Co-workers
B.
Passengers on a bus
C.
Friends/family
D.
Landlords/Tenants
Question #8
We may seek assistance from these people we know either professionally or personally and with whom we are not especially close:
A.
Landlords/Tenants
B.
Acquaintances
C.
Friends/family
D.
Neighbors
Question #9
Written contracts _______ when you are dealing with a close friends or family members.
A.
are legally required
B.
are beneficial
C.
are unnecessary because you know the other party
D.
are mandatory
Question #10
It is usually most effective to __________ when attempting to build trust with another person.
A.
start with small issues
B.
start with large issues
C.
meet for dinner and drinks
D.
focus on overcoming your differences
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