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XPERIENTIAL NATURE OF OUR SIMULATIONS ENABLE THE DELEGATES TO LEARN BY DOING!



SUPPLIER NEGOTIATION

Paulo is going off to college. He seems angry all the time and starts fights with his parents quite often. What is the likely source of this conflict?

 Poor communication
 Power struggle
 Change
 Relationship issues

Which of the following is an example of using effective framing in sales?

 Using the analogy of the glass is half full when allaying employees fears of layoffs
 Presenting products in a favorable light in comparison with a competitors product.
 Changing the vision of a company from profiting to helping.
 Painting a picture of the adverse consequences of taking an action

What steps will reduce the possibility of falling in love with your own hypothesis?

 Seek input from people with contrasting or opposing views
 Look for the most simple answer
 Defend your hypothesis vigorously when challenged
 Use Occams razor

Which of the following is not a style of negotiation?

 Collaborating
 Compromising
 Accommodating
 Contending

The _____ is the international body that coordinates trade regulations between countries in order to ensure reliable and consistent trading patterns and behaviors.

 The World Trade Organization
 The World Trade Center
 The United Nations
 The North Atlantic Treaty Organization

What type of reciprocity is happening when a company provides you with a free sample?

 Negative Reciprocity
 Positive Reciprocity
 Balanced Reciprocity
 General Reciprocity

As Sidra heads to her desk, she notices the smell of fresh brewed coffee as well as the sound of raised voices coming from her boss office. In this instance, Sidra is acting in the role of:

 A receiver, who demonstrates little interest in the business around her
 A receiver, who becomes aware of things or events through her senses.
 A target, who is viewed and influenced through the thought patterns of others
 A perceiver, who is aware of things or events through her senses

can hamper the judgment, mental alacrity and effectiveness of a group's decision making through?

 Synergy; pressure from the group.
 Groupthink; diverse personalities in the group.
 Groupthink; pressure from the group
 Synergy; diverse personalities in the group.

Which of the following describes the characteristics of a collectivist economy?

 The production of goods is meant to generate profit while benefiting everyone
 The production of goods is designed to meet the needs of profit over people.
 The production of goods is designed to meet human needs over profit.
 The production of goods is meant to privilege government officials.

When conflict happens between two different groups?

 There is a perceived incompatibility between them
 They can have lunch together but cannot discuss the issues
 All of these are appropriate endings to this statement.
 They work hard together to accomplish a teams goal

Gloating after you feel you've gotten a great deal is an example of what?

 Good preparation
 Letting your ego win
 Effective posturing
 Shrewd negotiating

_____ is the ability to utilize many minds to develop a multitude of ideas, leading to a high quality solution.

 Sharing of ideas
 Synergy
 Groupthink
 Energy

Which of the following statements is correct?

 Perception allows us to take the sensory information in and make it into something meaningful
 All of the statements are correct.
 We can think of perception as a process where we take in sensory information from our environment an
 Perception is necessary for us to survive in our environment.

When two or more parties enter into a give-and-take discussion to settle an issue or concern, it is known as a _____.

 Negotiation
 Contract
 Business deal
 Settlement talk

What is big picture thinking?

 It is the process of brainstorming ideas and coming up with new opportunities.
 It is image painting on a big canvas.
 It is using the same ideas that have worked in the past
 It is an artistic way of naming a business.