Using distributive tactics in a fundamentally integrative situation will likely result in
A. will lead to optimal outcomes.
B. reaching agreements that leave integrative potential untapped.
C. keeping the opposing negotiator guessing, and lead to better outcomes.
D. is on the list of "best practices."
Answer: B
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Defined contribution plans are preferred by companies for all except which of the following reasons?
A. Defined contribution plans may not be at risk if the employer declares bankruptcy. B. Defined contribution plans improve job mobility for the employee. C. Defined contribution plans carry less risk for the employee. D. Defined contribution plans cost less to manage.
What is the impact on the cash flow statement from a decrease in accounts receivable, assuming the indirect method is used?
a. A decrease in the cash flow from operating activities b. An increase in the cash flow from operating activities c. An increase in the cash flow from financing activities d. None. A decrease in accounts receivable has an impact only if the direct method is used
Spoken communication with large numbers of customers at the same time is mass selling.
Answer the following statement true (T) or false (F)
___________ are the costs incurred by a customer that make it costly or risky to change to a competing vendor's products
a. Transaction costs b. Transfer costs c. Loyalty costs d. Conversion costs e. Switching costs