Deck 10: Networking and Negotiating

Question 1

An informational interview is a phone call or, preferably, a face-to-face meeting that you initiate to meet objectives.

Answer 1

True

Question 2

Distributive bargaining is negotiating to give everyone a good deal.

Answer 2

False

Question 3

A coalition is a short-term network used to meet an objective.

Answer 3

True

Question 4

The one-minute self-sell is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

Question 5

Sending out resumes and posting them on the Web are not how most people are getting jobs today.

Question 6

To expand your network list, you should include people you do not know.

Question 7

The task of self-assessment can help clarify your skills, competencies, and knowledge.

Question 8

When one is involved with a complex deal, with trade-offs, one should be willing to be the first to make a concession.

Question 9

Negotiating planning includes creating one-minute self-sell.

Question 10

Networking is a learned skill that just about everyone struggles with at some time or another.

Question 11

Integrative bargaining is negotiating over shares of a fixed pie.

Question 12

One's vendors, suppliers, managers, and mentors are secondary connections.

Question 13

The networking process includes creating a four-minute barrier.

Question 14

A postponement is part of the negotiating process.

Question 15

Networking is about asking everyone you know for help.

Question 16

The one-minute self-sell should start with a question to encourage two-way communication.

Question 17

Creating a one-minute self-sell is the first step of the networking process.

Question 18

The task of conducting networking interviews can help clarify your skills and competencies.

Question 19

In a networking interview, even if the other person has already heard one's one-minute self-sell, one should say it again.

Question 20

Distributive bargaining creates a win-lose situation.

Question 21

The _____ is an opening statement used in networking that quickly summarizes your history and career plan and asks a question.

A) cover letter
B) resume
C) one-minute self-sell
D) primacy effect

Question 22

"Neil and Tim graduated together. Tim landed a job through one of his father's friends." Which of the following should Neil do to get a job?

A) Develop networking skills
B) View networking as being unfair
C) Create a one-minute self-sell
D) Conduct networking interviews

Question 23

"Danny has recently graduated with a degree in advertising and is looking for a job. He has posted his resume on the Internet." Which of the following should Danny do first to help him network effectively?

A) Develop a network
B) Create a one-minute self-sell
C) Conduct networking interviews
D) Perform a self-assessment and set objectives

Question 24

Which of the following is a reason to develop networking skills?

A) To develop intrapersonal relationships
B) To perform better at your current job
C) To develop a legal power base
D) To enhance the use of technology

Question 25

Which of the following is the final step of the networking process?

A) Performing a self-assessment
B) Creating a one-minute self-sell
C) Maintaining the network
D) Setting objectives

Question 26

Which of the following should be included in the one-minute self-sell?

A) Take-it-or-leave-it approach
B) Bargaining options and tradeoffs
C) An opening objective offer that is higher than you expect
D) The target career you are seeking

Question 27

Which of the following is the final step of the networking interview process?

A) Follow up with a thank-you note and status report
B) Ask your contacts how you might help them
C) Get additional contacts for your network
D) Ask prepared questions

Question 28

Which of the following is a reason to develop networking skills?

A) To maintain mobility
B) To develop intrapersonal relationship
C) To develop a legal power base
D) To enhance the use of technology

Question 29

Which of the following steps of the networking process immediately comes after a self-assessment and objective setting?

A) Conducting networking interviews
B) Developing a network
C) Maintaining the network
D) Creating a one-minute self-sell

Question 30

Which of the following does self-assessment help in?

A) Developing a training program for colleagues
B) Clarifying one's skills, competencies, and knowledge
C) Communicating with the boss
D) Enhancing monetary levels

Question 31

"Greg has evaluated himself and chalked out his skills and areas of expertise." Which of the following should Greg do next according to the networking process?

A) Develop a network
B) Set networking objectives
C) Conduct networking interviews
D) Create a one-minute self-sell

Question 32

Which of the following should a one-minute self-sell start with?

A) Summary of educational qualifications
B) The target industry one prefers
C) The target career one is seeking
D) Highlights of one's career to date

Question 33

Which of the following is a task to be performed in the networking process?

A) Perform a self-assessment and set objectives
B) Create a four-minute barrier
C) Develop a time log
D) Attend job interviews

Question 34

"Paul is developing his one-minute self-sell." Which of the following should he start with?

A) The target career he is seeking
B) The industry he prefers
C) The highlights of his career to date
D) Names of organizations he is targeting

Question 35

Which of the following is the first step of the networking process?

A) Develop a network address book
B) Take an appointment and fix up a networking interview
C) Perform a self-assessment and set objectives
D) Create a one-minute self-sell

Question 36

_____ is the ongoing process of building interconnected relationships for the purpose of politicking and socializing.

A) Networking
B) Amalgamation
C) Negotiation
D) Campaigning

Question 37

Which of the following are one's secondary connections?

A) Professional friends
B) Coworkers
C) Relatives
D) Friend's relatives

Question 38

"Wilma is hardworking and talented. She keeps herself informed about the latest developments in her field and is performing well in her job." Which of the following is the most important reason for Wilma to develop her networking skills?

A) To get a job
B) To negotiate with other people
C) To advance within the organization
D) To perform a self-assessment and set objectives

Question 39

Which of the following is the first step of the networking interview process?

A) Establish rapport-praise and read the person
B) Ask prepared questions
C) Deliver the one-minute self-sell
D) Enquire about the person's company

Question 40

Which of the following functions does a one-minute self-sell serve?

A) Stimulates conversation by asking for help in the area of support
B) Establishes rapport with the network
C) Asks contacts how one might help them
D) Serves as a short-term network to meet an objective

Question 41

_____ is negotiating over shares of a fixed pie.

A) Integrative bargaining
B) Accumulative bargaining
C) Fixed bargaining
D) Distributive bargaining

Question 42

_____ includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and tradeoffs.

A) An agreement
B) Postponement
C) Bargaining
D) Negotiating planning

Question 43

"Tim will decide on a job tomorrow after negotiating the compensation package." Which of the following should Tim do as the final step in negotiating planning?

A) Research the other party
B) Set a specific limit objective
C) Set a target objective of what he really wants
D) Develop options and tradeoffs

Question 44

_____ is negotiating to give everyone a good deal.

A) Accumulative bargaining
B) Integrative bargaining
C) Fixed bargaining
D) Distributive bargaining

Question 45

"I will make an offer of $4,000 for the bike." Which of the following is this an example of?

A) Best alternative to a negotiated agreement
B) A specific limit objective
C) A target objective
D) An opening objective offer

Question 46

"George loved action movies and Jessica loved romantic comedies. They always argued about what movies to watch. They finally found a solution. Each one made a list of movies that they liked and then chose a movie that they both liked." Which of the following is this situation an example of?

A) Take-it-or-leave-it approach
B) Distributive bargaining
C) Integrative bargaining
D) Zero-sum game

Question 47

Which of the following should one incorporate in planning the negotiating process?

A) Let the other party make the first offer
B) Postpone negotiations
C) Develop options and trade-offs
D) Focus on obstacles, not the person

Question 48

"I am willing to pay up to $5,000 for the bike, but not more than that." Which of the following is this an example of?

A) Best alternative to a negotiated agreement
B) A specific limit objective
C) A target objective
D) An opening objective offer

Question 49

_____ is a process in which two or more parties have something the other wants and attempt to come to an exchange agreement.

A) Servicing
B) Negotiating
C) Networking
D) Coalition building

Question 50

A _____ is a short-term network used to meet an objective.

A) negotiation
B) contract
C) coalition
D) compensation

Question 51

"My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone." Which of the following is this an example of?

A) Best alternative to a negotiated agreement
B) A specific limit objective
C) A target objective
D) An opening objective offer

Question 52

"Jonathan wants to buy a new motorbike and visits a dealer. Jonathan tells the dealer that he will buy the bike provided he gets free insurance for it." Which of the following has Jonathan done while negotiating planning?

A) Planned his best alternative to a negotiated agreement
B) Set an opening objective offer
C) Set a target objective
D) Set a specific limit objective

Question 53

When bargaining, which of the following should one do?

A) Develop options and trade-offs
B) Postpone negotiations
C) Ask for something in return
D) Create urgency

Question 54

Which of the following is the first step in the negotiating process?

A) Bargaining
B) Planning
C) Creating an agreement
D) Setting objectives

Question 55

"Homer is studying architecture and wants to intern with the city's best architectural firm. He is going to meet Greg, who knows someone in the esteemed firm." Which of the following should Homer do first in the networking interview process?

A) Ask his contacts how he might help them
B) Deliver his one-minute self-sell
C) Ask prepared questions
D) Establish rapport

Question 56

Integrative bargaining creates _____ situation.

A) a take-it-or-leave-it
B) a win-win
C) a compromising
D) zero-sum

Question 57

"Peter is in a meeting with a person who has years of experience in the field Peter is interested to work in." Which of the following should Peter do immediately after the first step of establishing rapport?

A) Deliver the one-minute self-sell
B) Linger beyond the time offered
C) Praise the person
D) Ask for additional contacts

Question 58

"If I do not get a good deal on the mortgage, I'll wait for a few months till I have more money." Which of the following is this an example of?

A) Best alternative to a negotiated agreement
B) A target objective
C) A specific limit objective
D) An opening objective offer

Question 59

A zero-sum game creates a(n) _____ situation.

A) win-lose
B) win-win
C) equitable
D) no loss-no gain

Question 60

"Jenny wanted the new Audioslave audio CD so she went to the neighborhood store. It had only a copy left and another customer wanted it too. It took some time for Jenny to convince the other person that she wanted it more than him." Which of the following is the situation an example of?

A) Integrative bargaining
B) Distributive bargaining
C) Innovative bargaining
D) Accumulative bargaining

Question 61

Write negotiating objectives that include limit, target, and opening objectives and a BATNA.

Question 62

"Wayne has a meeting with the suppliers from Australia." Which of the following steps of bargaining should Wayne take immediately after developing a rapport with them?

A) Listen and ask questions to focus on meeting the other party's need
B) Let the other party make the first offer
C) Ask for something in return
D) Develop options and tradeoffs

Question 63

Give a job example of distributive and integrative bargaining.

Question 64

"If he doesn't agree on the rent I can afford, I'll wait till the end of the month, till Jenny moves." Which of the following is this an example of?

A) Best alternative to a negotiated agreement
B) A specific limit objective
C) A target objective
D) An opening objective offer

Question 65

Which of the following does bargaining include?

A) Setting a specific limit objective
B) Anticipating questions and objections and preparing answers
C) Developing options and trade-offs
D) Listening and asking questions to focus on meeting the other party's need

Question 66

"Dilton has a job offer from a mobile phone company. He is stalling the decision as he wants to weigh his options." Which of the following steps should the hiring agent take to get Dilton to accept the offer?

A) Ask for something in return
B) Opt for BATNA
C) Create urgency
D) Set a specific limit

Question 67

This chapter lists six networking objectives (see page 304). For which of these reasons (or for what other reasons) do you have to network?

Question 68

Which of the following should one avoid when bargaining?

A) Desperation and being intimidated
B) Be the first to make a concession
C) Come back with a larger counter trade-off
D) No go below one's limit objective

Question 69

Which of the following is important when setting objectives in negotiating planning?

A) Planning the best alternative to a negotiated agreement
B) Finding out who really makes the decision
C) Preparing answers for objections
D) Developing options and trade-offs

Question 70

Explain how you have used or will use networking to help your career.

Question 71

Which of the following is the first step in bargaining?

A) Letting the other party make the first offer
B) Developing rapport and focusing on obstacles, not on the person
C) Listening and asking questions to focus on meeting the other party's needs
D) Asking for something in return

Question 72

Write a one-minute self-sell to achieve your networking objective from Work Application 10.3.

Question 73

Give a job example of how a coalition was used to achieve an objective.

Question 74

Write a networking objective.

Question 75

What are your strongest and weakest areas of negotiating? How will you improve your negotiating skills? Include two or three of the most important tips you learned that you will use.

Question 76

What are your strongest and weakest areas of networking? How will you improve your networking skills? Include two or three of the most important tips you learned that you will use.

Question 77

Which of the following do Americans tend to use to counter arguments or obstacles to closing the deal?

A) Inspirational tactic, using emotional appeal with feelings
B) Rational persuasion tactic, using logical arguments with facts and figures
C) Assert their ideas with power, more than with influencing tactics
D) Drag out the negotiations

Question 78

"Henry is confident of getting the Austrian supply. He is talking with the representatives over lunch." Which of the following should Henry avoid after the deal is made?

A) Changing the subject to a personal one
B) Selling the deal
C) Leaving, if the other person doesn't care much about relationships
D) Sticking around, if the other person wants to work on the relationship

Question 79

"Martha is bargaining for compensation and benefits for the new job." Which of the following should she avoid?

A) Not being too quick to give in
B) Letting the other party make the first offer
C) Asking for something in return
D) Making the first offer

Question 80

Explain how networking and/or negotiating have affected behavior, human relations, and performance where you work or have worked.