1.
(p. 299) Networking and negotiating are both based on building relationships and emotional intelligence.
2.
(p. 300) Networking is about asking everyone you know for help.
3.
(p. 301) Sending out resumes and posting them on the Web are not how most people are getting jobs today.
4.
(p. 301) Networking is a learned skill that just about everyone struggles with at some time or another.
5.
(p. 301) The networking process includes creating a four-minute barrier.
6.
(p. 301) Creating a one-minute self-sell is the first step of the networking process.
7.
(p. 302) The task of conducting networking interviews can help clarify your skills and competencies.
8.
(p. 302) The task of self-assessment can help clarify your skills, competencies, and knowledge.
9.
(p. 302) The one-minute self-sell is an opening statement used in networking that quickly summarizes your
history and career plan and asks a question.
10.
(p. 302) One should start a one-minute self-sell by stating the target career one is seeking, the industry one
prefers, and a specific function or role.
11.
(p. 302) The one-minute self-sell should start with a question to encourage two-way communication.
12.
(p. 303) To expand your network list, you should include people you do not know.
13.
(p. 303) One’s vendors, suppliers, managers, and mentors are secondary connections.
14.
(p. 304) An informational interview is a phone call or, preferably, a face–to-face meeting that you initiate to meet
objectives.
15.
(p. 304) In a networking interview, even if the other person has already heard one’s one-minute self-sell, one
should say it again.
16.
(p. 305) A coalition is a short-term network used to meet an objective.
17.
(p. 308) A postponement is part of the negotiating process.
18.
(p. 308) Negotiating planning includes creating one-minute self-sell.
19.
(p. 311) When one is involved with a complex deal, with trade-offs, one should be willing to be the first to make
a concession.
20.
(p. 315) Leadership is a person’s ability to influence others to do something they would not otherwise do.
21.
(p. 300) _____ is the ongoing process of building interconnected relationships for the purpose of politicking
and socializing.
22.
(p. 300) _____ are considered one’s secondary connections.
23.
(p. 301) Which of the following is a reason to develop networking skills?
24.
(p. 301) Which of the following is the first step of the networking process?
25.
(p. 301) Which of the following steps of the networking process comes immediately after a self-assessment and
objective setting?
26.
(p. 301) Which of the following is a task to be performed in the networking process?
27.
(p. 301) Which of the following is a reason to develop networking skills?
28.
(p. 301) Which of the following is the final step of the networking process?
29.
(p. 301) Wilma, an employee at Neptune Co., is hardworking and talented. She keeps herself informed about
the latest developments in her field and is performing well in her job. Which of the following is the most
important reason for Wilma to develop her networking skills?
30.
(p. 301) Danny has recently graduated with a degree in advertising and is looking for a job. He has posted his
resume on the Internet. Which of the following should Danny do first in order to network effectively?
31.
(p. 301) Neil and Tim graduated together. Tim landed a job through one of his father’s friends. Which of the
following should Neil do to get a job?
32.
(p. 302) Which of the following functions does a one-minute self-sell serve?
33.
(p. 302) Which of the following should be included in the one-minute self-sell?
34.
(p. 302) Which of the following does self-assessment help?
35.
(p. 302) The _____ is an opening statement used in networking that quickly summarizes your history and
career plan and asks a question.
36.
(p. 302) With which of the following should a one-minute self-sell start?
37.
(p. 302) Greg has evaluated himself and chalked out his skills and areas of expertise. He has also discussed
them during job interviews. According to the networking process, which of the following should Greg do next?
38.
(p. 302) “Paul is developing his one-minute self-sell.” With which of the following should he start?
39.
(p. 304) Which of the following is the first step of the networking interview process?
40.
(p. 304) Which of the following is the final step of the networking interview process?
41.
(p. 304) Homer is studying architecture and wants to intern at the city’s best architectural firm. He meets his
uncle Greg, who knows someone in the esteemed firm. Which of the following should Homer do first in the
networking interview process?
42.
(p. 304) Peter is in a meeting with a person who has years of experience in the field Peter is interested to work
in. Which of the following should Peter do immediately after the first step of establishing rapport?
43.
(p. 305) A _____ is a short-term network used to meet an objective.
44.
(p. 307) _____ is a process in which two or more parties have something the other wants and attempt to come
to an exchange agreement.
45.
(p. 310) Which of the following is a true statement about the step involving anticipating questions and
objections and preparing answers under negotiating planning?
46.
(p. 310) Which of the following is a true statement about developing options and trade-offs during negotiating
planning?
47.
(p. 308) Which of the following should one incorporate in planning the negotiating process?
48.
(p. 308) Which of the following is the first step in the negotiating process?
49.
(p. 308) Which of the following is the final step in the negotiating process?
50.
(p. 310) When bargaining, which of the following should one do?
51.
(p. 309) Jonathan wants to buy a new motorbike and visits a dealer. After negotiating with the dealer for a
while, Jonathan tells the dealer that he will buy the bike only if he gets free insurance for it. From this scenario,
it can said that Jonathan has:
52.
(p. 310) “Tim will decide on a job tomorrow after negotiating the compensation package.” Which of the
following should Tim do as the final step of negotiating planning?
53.
(p. 309) “My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone.” Which
of the following parts of negotiating planning is this an example of?
54.
(p. 309) “I can pay up to $5,000 for the bike, but not more than that.” Which of the following parts of
negotiating planning is this an example of?
55.
(p. 309) “If I do not get a good deal on the mortgage, I’ll wait for a few months till I have more money.” Which
of the following parts of negotiating planning is this an example of?
56.
(p. 309) “I will make an offer of $4,000 for the bike.” Which of the following aspects of negotiating planning is
this an example of?
57.
(p. 309) “If he doesn’t agree on the rent I can afford, I’ll wait till the end of the month so that Jenny can move in
with me.” Which of the following parts of negotiating planning is this an example of?
58.
(p. 310) Wayne is a manager at Orange Inc. He has a meeting with a few suppliers from Australia. Which of
the following steps of bargaining should Wayne take immediately after developing a rapport with them?