Which of the following options is not a suggested strategic tool for navigating shadow negotiations and keeping negotiations from becoming blocked or stalled?
A. appreciative moves
B. alliance moves
C. power moves
D. process moves
Answer: B
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Craig's sales manager has just told the group that all sales in the month of September will earn an extra 5% commission. The team gets right to work, being motivated by a(n)
A. intrinsic reward. B. physiological need. C. high need for power. D. extrinsic reward. E. hygiene factor.
______ is the extent to which people depend on information from external reference points.
A. Level of moral judgment B. Situational factors C. Locus of control D. Field dependence
Privity of contract is required: A) In consent states
B) In contract states. C) In all states. D) None of the above
Which of the following indicates a customer orientation?
A. Increasing advertising B. Taking orders from customers C. Distributing goods to customers D. Intensifying sales techniques E. Developing products that fulfill customers' needs