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.
Landlords/Tenants
B.
Friends/family
C.
Acquaintances
D.
Neighbors
Question #2
Typically, _________ has a larger impact on a negotiation.
A.
negative relationships
B.
positive relationships
C.
the nature of the relationship has no impact
D.
the impact is equal
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.
Collaboration
B.
Communication and voice
C.
Consistency
D.
Commitment to fairness
Question #4
There are likely to be more legal conflicts between the parties in this relationship:
A.
Landlords/Tenants
B.
Friends/family
C.
Co-workers
D.
Passengers on a bus
Question #5
Specializing in working with family businesses, many consultants have backgrounds in:
A.
psychology
B.
education
C.
finance
D.
law
Question #6
A(n) ________ is when the direction of a negotiation changes.
A.
impasse
B.
breakthrough
C.
turning point
D.
reroute
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.
Landlords/Tenants
B.
Passengers on a bus
C.
Co-workers
D.
Friends/family
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.
Friends/family
C.
Acquaintances
D.
Neighbors
Question #9
Written contracts _______ when you are dealing with a close friends or family members.
A.
are mandatory
B.
are unnecessary because you know the other party
C.
are beneficial
D.
are legally required
Question #10
It is usually most effective to __________ when attempting to build trust with another person.
A.
meet for dinner and drinks
B.
start with small issues
C.
focus on overcoming your differences
D.
start with large issues
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