The U.S. Army uses a method for leader and leadership development known as:
a. Be, Do, Know
b. Know, Do, Be
c. Be, Know, Do
d. Know, Be, Do
Question 2With regard to schmoozing and social interaction in e-negotiations, all of the following are true
except:
A) schmoozing is relatively cost-effective (i.e., does not involve significant amounts of time
and money investment)
B) schmoozing done before negotiations take place is risky and increases the likelihood of an
impasse
C) schmoozing involves social interactions that are non-task-related
D) the volume of conversational turn-taking (the back and forth interaction) facilitates trust
and rapport
Question 3Peripheral norms are those norms that are essential to an organization's objectives.
Indicate whether the statement is true or false
Question 4Which of the following is not a strategy for effective persuasion?
A. Ask for a favor
B. Consider the effect of context
C. Consider the effect of timing
D. Push for a unique response
Question 5____________ is another term used to describe middle LPC individuals.
a. Highly conforming
b. Task-oriented
c. Relationship-oriented
d. Socio-independent
Question 6The sinister attribution bias in negotiation refers to the tendency of people to:
A) believe that someone's personality influences their behavior much more than the situation
B) attribute malevolent motives to people
C) be more likely to engage in risky behavior through e -mail than when face -to-face
D) assume that a negative situation influences a person's behavior much more than their
personality
Question 7Norms are the rules and regulations of an organization regarding the conduct of employees.
Indicate whether the statement is true or false
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