A _____ is the lens through which you view a negotiation, which also influences your behavior in a negotiation.
Fill in the blanks with correct word
Question 2Research into the effectiveness of psychological contracts has shown that the obligations of the employee are the most critical determinants of organizational commitment.
Indicate whether the statement is true or false
Question 3If a negotiator has less power than the counterparty and an unattractive BATNA, which
communication medium might help the less-powerful negotiator claim more resources?
A) Instant messaging B) Face-to-face
C) Telephone D) E-mail
Question 4The key set of _____ shared by the members of an organization defines the organization's culture.
a. values, beliefs, understandings, and norms
b. operational standards
c. common goals and objectives
d. sociotechnical subsystems
e. communication patterns
Question 5Coaching programs are most often used in:
a. executive development programs
b. self-development programs
c. supervisor training programs
d. leader development programs
Question 6According to the Contingency Model, relationship-motivated leaders will be most effective in which type of situation?
a. high-control
b. moderate control
c. low control
d. all situations
Question 7A(n) ________ is the first offer made by a party in any negotiation and serves as an anchor in that it sets a boundary on the negotiation.
Fill in the blanks with correct word
Question 8Which of the following terms refers to an appraisal that is too open to interpretation?
A) unclear standards
B) halo effects
C) leniency
D) biased
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