Online Access Free L4M5 Exam Questions

The trust is built based on the other party's professional qualifications or proven or certified technical capability or experience is known as...?

• A.Contractual trust
• B.Competence trust
• C.Goodwill trust
• D.Irrevocable Trust

Champion Toys (CT) is negotiating a large order with Top Teds. CT has identified lead times, order quantities, and delivery locations as tradeables. At which negotiation stage should CT introduce these tradeables?

• A.Proposing
• B.Opening
• C.Bargaining
• D.Closure

In addition to organisational power, personal power of each negotiator can influence the outcomes of a negotiation. A good negotiator can leverage different sources of power. Is this statement true?

• A.No, because only organisational power can be leveraged during a negotiation
• B.No, because each person has only one superior source of personal power
• C.Yes, because the good negotiator recognises his own power in a negotiation
• D.Yes, because all sources of power have similar effectiveness in every situation

Which of the following two are recognized strategies to achieve a win-lose outcome?
Making the other party lower its resistance point
Making the other party think this settlement is the best it can achieve Employ empathy to gain mutual understanding Using compromise and creativity tactics

• A.1 and 2 only
• B.1 and 3 only
• C.3 and 4 only
• D.2 and 4 only

Which characteristics are likely to feature within an integrative negotiation?
Maximising the other party's outcome to enhance relationships
Maximising joint outcomes
Short-term focus
Pursuit of goals held jointly with other party

• A.1 and 2 only
• B.1 and 3 only
• C.3 and 4 only
• D.2 and 4 only