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.   Maintaining a confident, professional attitude 
B.   Reframing weaknesses as potential strengths
C.   Persistently reiterating key points
D.   Verbally recognizing intimidating behavior
Question #2
To counteract various intimidation attempts, this tactic is commonly used.
A.   Reactive/defensive tactic 
B.   Active/assertive tactic
C.   Proactive/defensive tactic
D.   Proactive/assertive 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.   knowledge
D.   ability
Question #4
____________ is better established when projecting a professional appearance in an interview.
A.   trustworthiness
B.   credibility 
C.   ability
D.   All are correct
Question #5
A reactive defensive tactic in negotiations is which of the following?
A.   Using prolonged silence to indicate the other party’s unreasonableness 
B.   Proposing options for contingent mutual gain
C.   Proposing option for non-contingent mutual gains
D.   Phrasing demands to appeal to employers’ interests
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.   more important
B.   as important 
C.   less important
D.   unimportant
Question #7
In interviews, two of the most commonly used behavioral tactics are:
A.   confidence and self-monitoring
B.   ingratiation and self-monitoring
C.   ingratiation and self-promotion 
D.   confidence and self-promotion
Question #8
Which of the following would be helpful if you are unsure of what type of work would best meet your needs?
A.   Career Assessment Tests
B.   School Advisors
C.   O*Net Resource Center
D.   All are correct 
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.   All are correct 
B.   Plan your route to the interview and arrive early
C.   Prepare questions to ask the interviewer
D.   Research the company's background

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