Management 434 - Business Negotiation » Spring 2022 » Chapter 12 Quiz
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Question #1
A negotiation-specific form of social capital, which focuses on the assets that accumulate within a specific dyadic negotiation relationship is _______ capital.
A.
Relational
B.
Social
C.
Personal
D.
Human
Question #2
The term relationship capital means?
A.
A negotiation-specific form of social capital, which focuses on the relational assets that accumulate within a specific dyadic negotiation relationship.
B.
The knowledge and skills a person possesses after using social networks to form specific negotiation relationships.
C.
The knowledge, skills, and abilities a worker possesses as a result of native ability and raw labor power, plus specific skills acquired through education and training.
D.
The sum of the resources a person possesses as a result of investments in social networks and provides an advantage based on a person’s location in a structure of relationships
Question #3
Specific skills acquired through education and training plus the knowledge, skills, and abilities a worker possesses as a result of native ability and “raw labor power” are ________________ capital.
A.
Relational
B.
Personal
C.
Human
D.
Social
Question #4
A proposal, formally requested by a customer from a potential supplier to supply goods or services, is known as which of the following?
A.
Request for potential supplier
B.
Request for producer involvement
C.
Request for product
D.
Request for proposal
Question #5
A critical resource for those in any type of position where you develop a customer base and rely on repeat business is _________ capital.
A.
Social
B.
Human
C.
Personal
D.
Relational
Question #6
The best way typically to resolve a dispute with your boss is:
A.
Report it to her boss
B.
Report it to HR
C.
Contact your EAP
D.
Approach her directly
Question #7
Regarding the art of negotiations in sales, according to the text, which of the following is not true?
A.
Beyond outside sales, many employees interact and negotiate with customers to sell additional goods and increase business.
B.
The sales perspective seeks to make a sale.
C.
The negotiation perspective seeks to create value and negotiate the best deal possible.
D.
Building relationships with outside sales is not important when negotiating.
Question #8
A better relationship with a supervisor can be shown to occur with?
A.
Competence and dissimilar personality characteristics
B.
Competence and similar personality characteristics
C.
Educational level and dissimilar personality characteristics
D.
Educational level and similar personality characteristics
Question #9
The following are contributors to human capital except?
A.
Skills acquired through education and training
B.
Native ability and raw labor power
C.
Knowledge, skills, and abilities
D.
Investments in social networks
Question #10
In terms of purchasing on behalf of your employer, which of the following may you be responsible for?
A.
Negotiating contracts to outsource work
B.
Purchasing goods or services for your employer
C.
All are correct
D.
Negotiating individual employment agreements
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