In each partnership, the partners commit their contribution to the business.*

2 points

False

True

Everyone involved in the negotiation want a well-defined contract with clearly understood obligations.*

2 points

False

True

Sometimes, despite your best efforts, you won't meet all of your top goals in a negotiation.*

2 points

False

True

Many negotiations experts use the "SMART" system to outline their goals. SMART stands for specific, ......................., attainable, relevant, and timely (in this case, timely means accomplishing your goals within a specific timeframe).*

2 points

manageable

matchable

meaningful

measurable

........................... demand that we understand the real motivating factors that support our positions.*

2 points

Communication

Negotiation skills

Marketing

All of these

.............................. at many different levels is the only way to keep the relationship both productive and vibrant*

2 points

Hiring

Partnership

Management

Communication

A well-written, clearly understood contract can secure your business for the foreseeable future.*

2 points

True

False

Each company has its own individual subculture, and depending on the business philosophy of the employees, this can present a narrow range of possible business outlooks and differing organizational perspectives.*

2 points

False

True

Nothing remains ..................... in this big wide-open world of ours, as everything is constantly in a state of change.*

2 points

static

sellable

challenged

doable

.............................. means: Partners must always act honestly and fairly regarding the business.*

2 points

Duty of Good Faith and Fair Dealing

Duty of Full Disclosure

Duty of Loyalty

Duty of Care

when we enter into a global negotiation venture with a prospective foreign business partner. We don't need to know about their culture, and the company's background, structure and goals.*

2 points

False

True

if both parties are only thinking of their own self-serving interests, their problem-solving is not likely to be very ..................*

2 points

profitable

common

interesting

productive

In a general partnership, two or more general partners go into business together and each treats the partnership income as personal income.*

2 points

True

False

Our own senior management could negotiate the minor disputes at an operational level, or we could use the professional services of legal advisers, specialized consultants or a neutral third-party mediator to help resolve the issue.*

2 points

False

True

The time and money spent before the .........................courtship even begins is well spent.*

2 points

negotiation

storage

product

delivery

If you don't have the expertise to investigate a prospective partner, it might be wise to hire an experienced consultant to carry out some snooping and to initiate introductions.*

2 points

False

True

Overcome problems after they occur with your foreign partner so that both parties succeed in their business objectives.*

2 points

True

False

A detailed dispute mechanism must not be visibly in place if we want our operations to run smoothly.*

2 points

True

False

Never stop .................., even after the contract is signed.*

2 points

selling

conversing

producing

buying

Successful negotiators ask questions a lot ............often than they make demands.*

2 points

short

more

easy

less