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SUPPLIER NEGOTIATION

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

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

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

 General Reciprocity
 Negative Reciprocity
 Positive Reciprocity
 Balanced Reciprocity

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

 Painting a picture of the adverse consequences of taking an action
 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.

Which of the following is not a style of negotiation?

 Contending
 Compromising
 Collaborating
 Accommodating

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

Which of the following statements is correct?

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

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

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

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

 Negotiation
 Settlement talk
 Business deal
 Contract

What is big picture thinking?

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

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?

 Change
 Power struggle
 Poor communication
 Relationship issues

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

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

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

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

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

 Good preparation
 Effective posturing
 Letting your ego win
 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
 Energy
 Groupthink

When conflict happens between two different groups?

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