1. The fifth and last stage of the negotiating process is ________.
a. analysis and assessment of mutual positions
b. bargaining and presentation of mutual needs
c. concessions and agreement
d. mediation and cooperation
2. Negotiators in the Far East tend to approach issues in what manner?
a. an indirect manner
b. a direct manner
c. a holistic manner
d. a linear manner
3. Skillful negotiators tend to make twice as many comments regarding ________ as are less skillful negotiators.
a. short-term issues
b. non-financial issues
c. marketing issues
d. long-term issues
4. Which of the following types of appeals is based on emotions and subjective feelings?
a. factual appeals
b. affective appeals
c. axiomatic appeals
d. virtual appeals
5. To understand differences in negotiating styles of people from other cultures, managers first need to understand ________.
a. the other negotiator's culture
b. their own negotiating style
c. the five stages of the negotiation process
d. cognitive versus emotional influences on negotiating success.