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In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

A.

No – tactics are achieved following the strategy.

B.

No – tactics are a high-level plan designed to achieve a long-term goal.

C.

Yes – strategy flows from the tactics.

D.

Yes – to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics.

Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

A.

It allows for little flexibility.

B.

It allows the other party to know what you wish to achieve.

C.

It always leads to a win–lose outcome.

D.

Individuals can become rigid and entrenched.

When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

A.

Favouritism

B.

Exaggerated claim

C.

Lack of confidentiality

D.

Hidden agenda

The extent to which hierarchy and subordinate relationships are accepted is which of Hofstede’s cultural dimensions?

A.

Power distance

B.

Uncertainty avoidance

C.

Individualism vs collectivism

D.

Long-term orientation

InHerzberg’s Two-Factor Theory, which of the following factors affect motivation?Select TWO

A.

Motivation factors

B.

Demotivation factors

C.

Hygiene factors

D.

Fun factors

ABC Ltd is partnering with XYZ to create a new product. The Head of Technical Design who created the specification attends the meeting. What type of power does this person bring?

A.

Legitimate

B.

Referent

C.

Expert

D.

Coercive