Question 15 (5 points)

Before entering a serious negotiation, what should you do?

1)	Go to the library and read up about negotiation.

2)	Nothing - everything can be done on the day of negotiation.

3)	Have a good nights sleep.

4)	Research on the other persons needs, strengths and weaknesses.

Question 16 (5 points)

Negotiation is ____________.

1)	a contest of wills between opposing parties

2)	an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly

3)	any buyer-seller transaction in which a good or service is exchanged

4)	the process of compromise so as to avoid conflict and reach agreement

Question 17 (5 points)

The perception that ones cultural perspective is the only real, accurate, or valid interpretation of reality refers to the ____________ stage of the Developmental Model of Intercultural Sensitivity.

1)

Denial

2)

Defense

3)	Minimisation

4)

Adaption

Question 18 (5 points)

The ____________ stage of the Developmental model of intercultural sensitivity marks the beginning of Ethnocentrism.

1)

denial

2)	minimisation

3)	acceptance

4)	integration

Question 19 (5 points)

With reference to Thomas-Kilmanns five conflict-handling modes, negotiators who ____________ focus on making sure all parties have their needs met in an agreement. They value strengthening, establishing, and building relationships without compromising their companys best interests.

1)

avoid

2)	compromise

3)	accommodate

4)	collaborate

Question 20 (5 points)

When negotiating across cultures, negotiators often use intermediary interpreters to translate the native languages. The following are problems associated with using an interpreter except:

1)	Availability of interpreters.

2)	Cost involved.

3)	Reliability of translation.

4)	All the suggested answers are correct.