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.   Verbally recognizing intimidating behavior
C.   Maintaining a confident, professional attitude 
D.   Persistently reiterating key points
Question #2
To counteract various intimidation attempts, this tactic is commonly used.
A.   Proactive/assertive tactic
B.   Reactive/defensive tactic 
C.   Active/assertive tactic
D.   Proactive/defensive tactic
Question #3
Which of the following are better established when projecting a professional appearance during an interview?
A.   skills
B.   none are correct 
C.   ability
D.   knowledge
Question #4
____________ is better established when projecting a professional appearance in an interview.
A.   ability
B.   All are correct
C.   credibility 
D.   trustworthiness
Question #5
A reactive defensive tactic in negotiations is which of the following?
A.   Phrasing demands to appeal to employers’ interests
B.   Using prolonged silence to indicate the other party’s unreasonableness 
C.   Proposing options for contingent mutual gain
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.   as important 
C.   unimportant
D.   more 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.   ingratiation and self-monitoring
D.   confidence 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.   Career Assessment Tests
C.   All are correct 
D.   O*Net Resource Center
Question #9
The following are advantages to pursuing an internal job except?
A.   You have a better idea of what the employer wants in an applicant than an external applicant.
B.   All are correct
C.   You are likely to be more willing to challenge the status quo than an external applicant 
D.   You are a known commodity to the employer
Question #10
When preparing for an interview the following is a good habit:
A.   Prepare questions to ask the interviewer
B.   Research the company's background
C.   Plan your route to the interview and arrive early
D.   All are correct 

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