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59.
(p. 309) Which of the following is important when setting objectives during negotiating planning?
60.
(p. 310) Which of the following does bargaining include?
61.
(p. 310) Which of the following is the first step of bargaining?
62.
(p. 310) Rita works as a manager at Pinnacle Corp. She has a meeting with a few cement suppliers. When
bargaining for the best price of the product with the suppliers, which of the following steps should Rita take?
63.
(p. 310) "Martha is bargaining for compensation and benefits for the new job." Which of the following should
she avoid?
64.
(p. 312) Dilton has a job offer from a mobile phone company. He is stalling the decision as he wants to weigh
his career options. Which of the following steps should the hiring agent of the mobile phone company take to
get Dilton to accept the offer?
65.
(p. 310) Sophia is a manager at Fabrics Inc. She needs to meet a few suppliers and negotiate with them for a
shorter delivery time. When bargaining with the suppliers, Rita should avoid:
66.
(p. 311) Which of the following should one avoid when bargaining?
67.
(p. 313) Henry, manager at Traders Inc., is confident about getting an Austrian supplier for the company. He is
talking with the Austrian representatives over lunch. Which of the following should Henry avoid after the deal
is made?
68.
(p. 314) Which of the following statements is true about the global application of networking and negotiating?
69.
(p. 315) Identify a correct statement about the global application of networking and negotiating.
70.
(p. 315) Which of the following do Americans tend to use to counter arguments or obstacles to closing a deal?
71.
(p. 299) Explain how networking and/or negotiating have affected behavior, human relations, and performance
where you work or have worked.
72.
(p. 301) Explain how you have used or will use networking to help your career.
73.
(p. 302) Write a networking objective.
74.
(p. 302) Write a one-minute self-sell to achieve your networking objective from Work Application 10.3.
75.
(p. 306) Give a job example of how a coalition was used to achieve an objective.
76.
(p. 306) What are your strongest and weakest areas of networking? How will you improve your networking
skills? Include two or three of the most important tips you learned that you will use.
77.
(p. 310) Write negotiating objectives that include limit, target, and opening objectives and a BATNA.
78.
(p. 313) What are your strongest and weakest areas of negotiating? How will you improve your negotiating
skills? Include two or three of the most important tips you learned that you will use.
79.
(p. 301) This chapter lists six networking objectives (see page 301). For which of these reasons (or for what
other reasons) do you have to network?
80.
(p. 301) You have heard the expression, "It's not what you know, it's who you know, that's important." Do you
agree? If it is true, is it fair?
81.
(p. 302) The first step of the networking process is to perform a self-assessment. What are your three most
important accomplishments?
82.
(p. 307) College students are poor at negotiating. Do you agree with this statement?
83.
(p. 309) The next time you negotiate, will you actually set three—limit, target, and opening—objectives? Why
or why not?
84.
(p. 310-311) In bargaining, does it really matter who makes the first offer?
85.
(p. 311) Think of a past, present, or future negotiation situation. Describe the situation and state what you can
ask for in return if you don't get your target.
86.
(p. 315-317) Can the influencing process really be conducted ethically and in a way that meets the goal of
human relations, or is it just manipulation?
87.
(p. 300-301) What is networking? List some reasons for developing networking skills.
88.
(p. 301-305) Explain the networking process.
89.
(p. 302) What is a one-minute self-sell? How is it created?
90.
(p. 304) List the steps included in the networking interview process.
91.
(p. 307-308) What is negotiating? List the steps of the negotiating process.
92.
(p. 308) List the steps of the negotiating process.
93.
(p. 308-309) Describe negotiating planning.
94.
(p. 310-311) Describe the steps involved in bargaining.
95.
(p. 312) Explain how to postpone a deal.
Fill in the Blank Questions
96.
(p. 300) _____ is the ongoing process of building interconnected relationships for the purpose of politicking and
socializing.
97.
(p. 302) After completing a self-assessment in the networking process, one is ready to translate one's talents into
_____.
98.
(p. 305) A(n) _____ is a short-term network used to meet an objective.
99.
(p. 307) Negotiation is also called _____.
100.
(p. 308) _____ includes researching the other parties, setting objectives, anticipating questions and objections
and preparing answers, and developing options and trade-offs.
101.
(p. 312) The _____ falls between one's limit and the other party's limit, which falls between each party's target
and limit.
102.
(p. 315) _____ is the internal process leading to behavior to satisfy needs.
103.
(p. 315) _____ is the process of getting and using power.
104.
(p. 315) _____ is the positive expectation that another will not take advantage of you.
105.
(p. 316) The influencing process begins with a(n) _____.
