Chapter 12 Quiz

A  Purchasing goods or services for your employer

B  Negotiating individual employment agreements

C  All are correct 

D  Negotiating contracts to outsource work

A  Skills acquired through education and training

B  Investments in social networks 

C  Native ability and raw labor power

D  Knowledge, skills, and abilities

A  Educational level and similar personality characteristics 

B  Competence and dissimilar personality characteristics

C  Educational level and dissimilar personality characteristics

D  Competence and similar personality characteristics

A  The negotiation perspective seeks to create value and negotiate the best deal possible.

B  The sales perspective seeks to make a sale.

C  Building relationships with outside sales is not important when negotiating. 

D  Beyond outside sales, many employees interact and negotiate with customers to sell additional goods and increase business.

A  Report it to HR

B  Report it to her boss

C  Contact your EAP

D  Approach her directly 

A  Personal

B  Relational

C  Social 

D  Human

A  Request for potential supplier

B  Request for proposal 

C  Request for product

D  Request for producer involvement

A  Social

B  Personal

C  Human 

D  Relational

A  The sum of the resources a person possesses as a result of investments in social networks and provides an advantage based on a person’s location in a structure of relationships

B  The knowledge and skills a person possesses after using social networks to form specific negotiation relationships.

C  A negotiation-specific form of social capital, which focuses on the relational assets that accumulate within a specific dyadic negotiation relationship. 

D  The knowledge, skills, and abilities a worker possesses as a result of native ability and raw labor power, plus specific skills acquired through education and training.

A  Relational 

B  Social

C  Personal

D  Human