MGMT100 Final Exam Latest (MGMT100FINALEXAMLATEST)
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MGMT100 Final Exam Latest
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MGMT100 Final Exam Latest (MGMT100FINALEXAMLATEST)
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MGMT100 Final Exam Latest
Question 1 of 20
__________ 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
Question 2 of 20
__________ people express their needs and stan...
MGMT100 Final Exam Latest (MGMT100FINALEXAMLATEST)
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MGMT100 Final Exam Latest 2017
Question 1 of 20
__________ 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
Question 2 of 20
__________ 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
Question 3 of 20
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
Question 4 of 20
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
, Question 5 of 20
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
Question 6 of 20
___________ 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
Question 7 of 20
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
Question 8 of 20
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
Question 9 of 20
___________ 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
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