Deck 9: Interviewing and Negotiating

Question 1

Which of the following is not a strategy that could break a deadlock?

A) Going 'off the record'.
B) Introducing new information.
C) Redefining the issue.
D) Suggesting a neutral mediator or arbitrator.
E) Forcing the negotiation into the next stage of progress.

Answer 1

E

Question 2

The textbook suggests that the receiver of a telephone call is often at a disadvantage.Which of the following is one of the disadvantages of being the receiver rather than the caller?

A) You may not be prepared for the discussion and may not have the desired information at hand.
B) You may receive the call at the most suitable time of day.
C) You may have been planning to speak to the caller.
D) The call will not disrupt a face to face conversation.
E) The call will not disrupt important work.

Answer 2

A

Question 3

2.Indicate which of the following statements are true and which are false, according to the textbook.
a. Bargaining involves direct confrontation of conflicting demands.
b. Negotiation involves both competition and cooperation.
c. In negotiation, the parties are interdependent and must cooperate.
d. If one party uses power to bully the other, negotiation is likely to lead to their victory.
e. In negotiation, trust and honesty are irrelevant.

Answer 3

True: a, b, c; false: d, e

Question 4

What might occur in the part of an interview where the parties are working on rapport?

A) Asking hypothetical questions.
B) Raising goals and achievements.
C) Friendly chit-chat or banter.
D) Offering a contract.
E) Closing of the interview.

Question 5

How does the textbook define negotiation?

A) A procedure by which people who wish to come to an agreement, but have different expectations of the agreement, try to work out a settlement in which each party gives and
Receives at a level tolerable to both.
B) A fairly hostile relationship, resulting in an agreement that may in fact be unsatisfactory to one or the other party.
C) The steamrolling by one powerful party of a weak opponent.
D) The achievement of what you must get.
E) A conflict-building meeting in which decisions are reached that those present will act on and be committed to.

Question 6

Jody is having a job interview conducted via web conference.Which of the following pieces of advice would help her in the interview?

A) Don't worry about checking your internet connection beforehand.
B) Make sure there is a clean and professional-looking space in the background of the webcam.
C) Dress however you like: no one can see you.
D) Speak as fast as possible.
E) Try not to look into the camera.

Question 7

1. According to the textbook, what is the correct order of phases of the employment interview? Rearrange the headings below.
a. The contract
b. Agreement
c. Creating rapport
d. Interaction

Question 8

According to the textbook, the interview is defined as a structured conversation in which:

A) there are strict rules of procedure.
B) respondents answer questions put to them by interviewers and must tell the truth.
C) two or more people meet to exchange information, opinions, attitudes and judgements.
D) information is exchanged but decisions deferred.
E) interviewers and respondents must be in the same room.

Question 9

Amanda wants to ask her interviewees an open question.Which of the following is an example of an open question?

A) What year did you graduate from university?
B) How long did you work for your previous employer?
C) What do you consider your finest personal qualities?
D) Have you got a driver's licence?
E) Have you visited our organisation before?

Question 10

In conducting the research interview, what statement might you make to interviewees in relation to ethics?

A) 'This interview will be conducted for as long as it takes to get the answers I need.'
B) 'I might make an audio recording of this interview.'
C) 'I don't know how long this interview will take.'
D) 'I need you to give me some good and interesting answers to my questions.'
E) 'You can withdraw from this study at any time, without specifying a reason.'

Question 11

Which of the following instructions on conducting employment interviews would you include in a staff training brochure on the subject?

A) Arrange for applicants to sit at one end of the table and interviewers at the other end.
B) During the interview, test applicants' alertness by having staff come and go from the room while the applicant is speaking.
C) Make sure furniture arrangements facilitate friendly relations between applicants and the panel.
D) Ensure all interviewees get to meet each other before the interview.
E) During the interview, the panel should leave enough time to ask applicants about their personal lives.

Question 12

What occurs in the introductory phase of a negotiation?

A) Final offers are made.
B) Open conflict of views and demands are made, with clear rejections of stated positions.
C) Statements of needs, concerns, interests and positions occur.
D) An interpersonal and problem-solving atmosphere is introduced.
E) An agreement is implemented, and compliance with the agreement is monitored by both sides.

Question 13

Which of the following is an example of persuasive interviewing?

A) A public opinion survey by telephone.
B) A deputy manager speaking to her manager about the need to act more quickly on sexual harassment complaints.
C) A journalist speaking to eyewitnesses at the scene of a traffic accident.
D) A human resource manager interviewing a job candidate.
E) A line manager conducting a performance appraisal interview.

Question 14

Which of the following is an example of a performance appraisal interview?

A) The office manager is interviewed by the CEO about her performance during the year.
B) The HR manager discusses new methods of security in the building with the security officer.
C) Applicants are briefed on the duties of a position advertised in the local press.
D) The door-to-door salesman with his stock of cookbooks for sale calls on each of the residents.
E) A manager letting staff know that there will be an increase in staff wages due to improved company performance.

Question 15

In dealing with questions from the interview panel, which of the following pieces of advice should the applicant disregard?

A) Never speak disparagingly about a previous employer.
B) Employ a pleasant demeanour.
C) In giving answers, address your remarks to all members of the selection panel.
D) Ask useful questions that show the depth of your interest in the organisation.
E) Only address one member of the panel when speaking.

Question 16

As an applicant, which of the following should you do in preparation for your interview?

A) Be prepared to show your critical powers and independence by making notes on the weaknesses of management practice in your previous position.
B) Overspend on expensive clothes and accessories, as appearance is the most critical factor in winning a job.
C) Ring your referees and pressure them to give you a good appraisal if called upon by the employer.
D) Make sure your mind is full of detailed arguments supporting your application and try to talk about them as much as possible in the interview.
E) Prepare some points that anticipate criticisms of your age, your experience or your employment record.

Question 17

Information collection interviews might include which of the following?

A) Choosing a chef for a new restaurant.
B) Annual evaluation of staff for promotion.
C) Store managers viewing a fashion designer's new collection.
D) Investigative journalists studying the incidence of violence in a certain suburb.
E) A real estate agent conducting a sales pitch to a group of prospective buyers.

Question 18

John is going into a negotiation to buy a new business.His ideal purchase price is called:

A) the realistic price
B) the resistance price
C) the agenda price
D) the aspiration price
E) the dream price

Question 19

What does a 'mirror question' allow a job applicant to do?

A) Allows the applicant to agree with or deny the validity of the statement it contains, and if necessary correct wrong impressions before the interview proceeds.
B) Allows the applicant to convey their understanding.
C) Allows the applicant to show their ability to think laterally.
D) Allows the applicant to answer 'yes' or no'.
E) Allows the applicant to elaborate.

Question 20

Stacey receives a salary of $50,000 p.a.from her current employer.Without any additional information about the circumstances of Stacey's current role, we can say that when applying for new jobs Stacey's BATNA (Best Alternative to a Negotiated Agreement) is:

A) $50,000
B) $100,000
C) $80,000
D) $20,000
E) $30,000