Question 1

The extent to which hierarchy and subordinate relationships are accepted is known as which dimension on Hofstede's cultural dimensions?

Options :

A : power distance

B : uncertainty avoidance

C :

individualism vs collectivism

D : long-term orientation

Answer: A

Question 2

A combination of the following two behaviours fails to establish effective buyer-supplier relationships and can lead to aggressive negotiation tactics

Options :

A : warm

B : cold

C :

tough

D : soft

Answer: B,C

Question 3

Which of the following is not a personality characteristic found in the OCEAN BIG 5 personality test?

Options :

A : openness

B :

agreeableness

C : neuroticism

D : sensitivity

Answer: D

Question 4

When might 'crowdsourcing' be useful in a negotiation?

Options :

A : researching a supplier

B : during the negotiation- to gain better insight

C : deciding on final prices

D : assessing the other party-s BATNA

Answer: A

Question 5

The Pinocchio Effect looks at which characteristic during a negotiation?

Options :

A :

Childishness

B : Ploys and Tactics

C : Honesty

D : Stability

Answer: C