Regarding the emotions and emotional knowledge that can influence negotiations, what is
meant by strategic emotion?
A) Talking about the counterparty behind their back
B) Carefully designed emotional displays orchestrated to take the counterparty off guard
C) The behavioral manifestation of felt emotions
D) Negative emotions directed at the counterparty
Question 2Which of the following goals set by an organization to measure effectiveness indicates that it is using the internal systems approach to measure organizational effectiveness?
A) lower costs of inputs
B) increase stock price
C) improve customer service
D) increase rate of product innovation
Question 3Which of the following issues would LEAST likely be negotiated by unions?
A) income security
B) time off with pay
C) health care benefits
D) unpaid medical leave
Question 4Which of the following is the LEAST likely way that an employer would address a cost-of-living differential?
A) paying a nonrecurring amount spread over one to three years
B) paying a nonrecurring, lump sum amount
C) raising an employee's base salary
D) raising commission percentages
Question 5It is always better to obtain consensus than a majority rule decision.
Indicate whether the statement is true or false
Question 6External equity refers to ________.
A) how a job's pay rate in one company compares to the job's pay rate in other companies
B) the fairness of an individual's pay as compared to a co-worker's pay for the same job
C) the perceived fairness of the processes and procedures used to make decisions about compensation
D) the use of salary surveys and job evaluation comparisons to monitor pay levels within an industry
Question 7_________ occurs when negotiators perceive that concessions made by the other party are made to benefit the other party.
Fill in the blanks with correct word
Question 8OD or planned organizational change is an attempt to improve the effectiveness of groups of the organization and not other entities.
Indicate whether the statement is true or false
Question 9The development of personality testing helped in the development of the trait approach to leadership.
a. true
b. false
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