Question 1

A combination of the following two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics

Options :

A : warm

B : cold

C :

tough

D : soft

Answer: B,C

Question 2

Research by Meredith Belbin into Team Roles and the prediction of success showed that the most successful teams had which of the following characteristics?

Options :

A :

A successful team should have 9 people

B : A successful team needs highly intelligent people

C : A successful team requires different people to play different roles

D : A successful team must have a clear leader

Answer: C

Question 3

A push style of negotiation uses logic, facts and reasoning to make a case of change. Is this true?

Options :

A : yes - push tactics can be effective in getting results but not commitment

B : yes- push tactics focuses on collaborative approaches to problem solving

C :

no - push tactics are good at winning hearts and minds

D :

no - push tactics focus on listening and involving others

Answer: A

Question 4

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 5

2021-12-07-17-18-24-70dfc028f8b9dbd698860893773371b6

Which of the following will you put into box 2?

Options :

A : Positional Negotiation

B : Principled Negotiation

C : Win-Win

D : Gamesmanship

Answer: D

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