__________ people appear to behave as if they are continually asking themselves the question "What do I need to do to bring about the state of affairs I desire?"
A. Proactive
B. Intelligent
C. Emotional
D. Self-serving
__________ people express their needs and stand up for their own rights,...
people appear to behave as if they are continually asking themselves the question what do i need to do to bring about the state of affairs i
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MGMT100 Final Quiz (AMU) 2022/2023
Graded A
__________ people appear to behave as if they are continually asking themselves the
question "What do I need to do to bring about the state of affairs I desire?"
A. Proactive
B. Intelligent
C. Emotional
D. Self-serving
__________ people express their needs and stand up for their own rights, but do so in
ways that respect the rights of others.
A. Tall
B. Aggressive
C. Injured
D. Assertive
One reason why some people do not ________ themselves and, therefore, find it
difficult to influence others is because they have a high need for approval and
acceptance, and fear that if they stand up for their rights others might reject them.
A. clean
B. assert
C. check
D. listen
Another form of _________ involves the assertor becoming increasingly explicit about
the nature of the change she is seeking to achieve. There is a body of opinion that
suggests that the initial assertion message should not specify the desired change. For
example, Bolton's When you... I feel... Because... formula does not present the other
with a solution but leaves him free to offer one that satisfies both his and the assertor?s
needs.
A. promise
B. escalation
C. temptation
D. explanation
A person can increase her ability to influence others by paying ___________ to herself,
to others, and the kind of relationship they have.
A. compliments
B. money
C. lip-service
D. attention
, MGMT100 Final Quiz (AMU) 2022/2023
Graded A
___________ not only involves thinking through what it is that the negotiator wants to
achieve but also how she is going to achieve it.
A. Assertiveness
B. Preparation
C. Self-confidence
D. End-states
Morley (1984) suggests that one way to view negotiation is as a struggle. This approach
emphasizes concealment and competitive tactics. An alternative view of negotiation is
as ______________, a process in which parties make sacrifices rather than demand
concessions in the pursuit of some overriding goal.
A. giving-in
B. collaboration
C. all-out-war
D. propitiating
In collaborative negotiations the most important stage tends to be __________...
A. climate-setting
B. the end-state
C. the struggle phase
D. after the end
___________ represent a special case of persuasive argument. The basis of this tactic
is to focus attention on an unimportant issue, making the other party believe that it is
critical, and then concede on this issue in order to divert attention away from what is
really a much more important issue for you.
A. Last-ditch-efforts
B. Level three type
C. Hypocritcal forms
D. Feints
Concessions are most likely to be reciprocated when the negotiator offering the
concession has a "_____" image. A _____ image is promoted by resisting the other
party's threats and creating the impression that movement will not be achieved easily.
A. firm
B. aggresive
C. demanding
D. open
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