Which of the following helps to build trust when negotiating with someone new?
A. Admitting mistakes
B. Being humble
C. Highlighting commonalities
D. All of the above
Question 2When asked to evaluate a coworker she does not like working with, Tatiana has a very negative view of that person. She describes him as incompetent, cold, and untrustworthy. Based on this description, Tatiana is most likely:
a. a low LPC
b. a harsh person
c. a high LPC
d. a middle LPC
Question 3In terms of information technology and social interaction, the weak get strong effect refers to
the fact that:
A) people who make an extreme first offer hardly ever receive that offer and must back down
four times as often
B) people who might not have much influence or status in a face-to-face setting have more
status in an electronic forum
C) people behave in a more aggressive fashion when interacting via information technology
D) making a strong initial offer, regardless of one's actual BATNA, is more strategic than
making a moderate first offer
Question 4OD specialists may be either internal or external OD practitioners.
Indicate whether the statement is true or false
Question 5Leader development programs that provide parallel learning environments and address different learning styles offer:
a. a combination of tools and methods
b. appropriate assessment and follow-up
c. clearly stated objectives
d. integrated assessment
Question 6Which of the following is the best sequence to follow in preparing for a negotiation?
A. 1 . Clarify goals and interests, and prioritize. 2 . Identify issues. 3 . Explore alternatives. 4 . Plan what you will say. 5 . Anticipate what the other party will say and how she will react to your proposal(s).
B. 1 . Identify issues. 2 . Clarify goals and interests, and prioritize. 3 . Explore alternatives. 4 . Anticipate what the other party will say and how she will react to your proposal(s). 5 . Plan what you will say.
C. 1 . Plan what you will say. 2 . Anticipate what the other party will say and how she will react to your proposal(s). 3 . Identify issues. 4 . Clarify goals and interests, and prioritize. 5 . Explore alternatives.
D. 1 . Clarify goals and interests, and prioritize. 2 . Explore alternatives. 3 . Identify issues. 4 . Plan what you will say. 5 . Anticipate what the other party will say and how she will react to your proposal(s).
Question 7Which of the following has no influence on one's credibility?
A. Clothing
B. Locus of control
C. Physical attractiveness
D. Posture
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