Organizations may apply trait theory by
A. considering the relationships among employees.
B. using personality assessments.
C. hiring only from top-ranked business schools.
D. doing a job audit.
E. empowering the HR department.
B. using personality assessments.
Organizations may apply trait theory by using personality and trait assessments, and by using management development programs.
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The selling team from A. C. Doyle Food Service is planning a negotiation session with New Bedford College. The team is hoping to acquire the contract to supply food to the college for the next academic year for $1.4 million. At the beginning of the session, Doyle's chief negotiator plans to quote $1.65 million, but later decides that they would accept the contract for any amount above $1.3 million. Considering the chief negotiator's decision, $1.65 million is Doyle's:
A. minimum position. B. fixed position. C. target position. D. opening position. E. average position.
Sourcing is a tool that can be used to fight price escalation
Indicate whether the statement is true or false
Many factors contribute to source credibility and there are several that negotiators can control, including qualifications, trustworthiness, and self-presentation.
Answer the following statement true (T) or false (F)
Meetings provide opportunities for participants to enhance their credibility, and communicate impressions of power, competence, and status
Indicate whether the statement is true or false