When you are negotiating, which culture needs to be considered?

Organizational
A)
National
B)
Regional
C)
Both a and b
D)

10 Tension in the negotiating process is caused by

Whether or
A) not a deal can
be struck
How long the
B) process will
last
The physical
C) environment
Both a and b
D)

11 The purpose of the negotiation process is to

Get what you

A) want
Maximize
B) your
advantage
Create
C) dialogue
Discuss
D) options

12 The basic idea that each party in a negotiation needs to identify what, if any,
options are available if there is a stalemate refers to
LAO
A)
MSO
B)
BATNA
C)
Stacking
D)

13 Since deadlines are significant, what guidelines should you use?

Be patient
A)
Use the clock
B)
Don't reveal
C) true deadline
 All are
D) guidelines to
the use of
deadlines

14 To make a person give an answer you desire, use a

Leading
A) question
Rhetorical
B) question
Open-ended
C) question
Shotgun
D) question