The statement, stimuli have both a physical size and socio-environmental meaning which can be different for each individual within and across cultures, is best described by which of the following?
a. Power and authority
b. Environment
c. Perception
d. Tactics
Ques. 2The four Cs of negotiation are:
a. common interest, conflicting interests, criteria, and concern.
b. common interest, conflicting interests, compromise, and criteria.
c. culture, common interest, concern, and compromise.
d. concern, compromise, criteria, and common interest.
Ques. 3Which of the following is not true concerning face-to-face strategies?
a. Face-to-face strategies are concerned with negotiating in person rather than through the mail, fax, telephone, telegraph, or other intermediaries.
b. People in many cultures will only negotiate on a face-to-face basis.
c. The Japanese prefer the telephone to face-to-face strategies.
d. In India an oral face-to-face agreement is more important than a written contract.
Ques. 4Individuals who are not group oriented may feel that group-oriented negotiators
a. appear to stall, make individual decisions, and are not interested in the negotiations.
b. appear to stall, are not interested in the negotiations, and give ambiguous statements.
c. make individual decisions, are not interested in the negotiations, and give ambiguous statements.
d. give ambiguous statements, are not interested in the negotiations, and are very rigid.
Ques. 5The environment in which negotiations take place usually consists of all of the following except
a. assertive behavior by the visiting party.
b. control and responsibility of hosting the other party.
c. assertive behavior by the host.
d. the host has a feeling of superiority.
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