Management 434 - Business Negotiation » Spring 2022 » Chapter 15 Quiz

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Question #1
An active/assertive tactic in negotiations is which of the following?
A.   Reframing weaknesses as potential strengths
B.   Maintaining a confident, professional attitude 
C.   Persistently reiterating key points
D.   Verbally recognizing intimidating behavior
Question #2
To counteract various intimidation attempts, this tactic is commonly used.
A.   Proactive/assertive tactic
B.   Active/assertive tactic
C.   Proactive/defensive tactic
D.   Reactive/defensive tactic 
Question #3
Which of the following are better established when projecting a professional appearance during an interview?
A.   knowledge
B.   none are correct 
C.   skills
D.   ability
Question #4
____________ is better established when projecting a professional appearance in an interview.
A.   All are correct
B.   ability
C.   credibility 
D.   trustworthiness
Question #5
A reactive defensive tactic in negotiations is which of the following?
A.   Proposing options for contingent mutual gain
B.   Phrasing demands to appeal to employers’ interests
C.   Using prolonged silence to indicate the other party’s unreasonableness 
D.   Proposing option for non-contingent mutual gains
Question #6
It is ______ to research the company you are currently working for when preparing for an interview for a different job within that company as it would be if you were interviewing with a new employer.
A.   less important
B.   more important
C.   unimportant
D.   as important 
Question #7
In interviews, two of the most commonly used behavioral tactics are:
A.   ingratiation and self-promotion 
B.   confidence and self-promotion
C.   confidence and self-monitoring
D.   ingratiation and self-monitoring
Question #8
Which of the following would be helpful if you are unsure of what type of work would best meet your needs?
A.   School Advisors
B.   O*Net Resource Center
C.   Career Assessment Tests
D.   All are correct 
Question #9
The following are advantages to pursuing an internal job except?
A.   All are correct
B.   You are a known commodity to the employer
C.   You have a better idea of what the employer wants in an applicant than an external applicant.
D.   You are likely to be more willing to challenge the status quo than an external applicant 
Question #10
When preparing for an interview the following is a good habit:
A.   All are correct 
B.   Prepare questions to ask the interviewer
C.   Research the company's background
D.   Plan your route to the interview and arrive early

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