Question 1

The Pinocchio Effect looks at which characteristic during a negotiation?

Options :

A :

Childishness

B : Ploys and Tactics

C : Honesty

D : Stability

Answer: C

Question 2

The extent to which hierarchy and subordinate relationships are accepted is known as which dimension on Hofstede's cultural dimensions?

Options :

A : power distance

B : uncertainty avoidance

C :

individualism vs collectivism

D : long-term orientation

Answer: A

Question 3

2021-12-07-16-58-22-1bbd98f7190c9fd522d50c2139f6e87d

Which of the following will you put into box 1?

Options :

A : Economic

B : Environment

C : Technology

D : Ethical

Answer: D

Question 4

Khalid has just finished a negotiation with a supplier and now needs to communicate the outcome of the negotiation to his stakeholders. He has one stakeholder who has a high level of importance but is not very interested. What approach should Khalid take?

Options :

A : do not communicate the outcome with the stakeholder as they are not interested

B : send key information but do not over-communicate

C : as a key player, Khalid should seek their approval

D : Khalid should keep the stakeholder regularly updated with high quality information

Answer: B

Question 5

When might 'crowdsourcing' be useful in a negotiation?

Options :

A : researching a supplier

B : during the negotiation- to gain better insight

C : deciding on final prices

D : assessing the other party-s BATNA

Answer: A

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