Review Questions Mark each of questions 1 and 2 as True (T) or False (F) and ans

Question

Review Questions Mark each of questions 1 and 2 as True (T) or False (F) and answer questions 3 through 10 T F 1. The four key negotiating temperaments reflect four possi- T F 2 Understanding two personality preferences is all necessary to master negotiating behavior. 3. A negotiator who moves freely from one issue to another or discusses multiple issues together is exemplifying the temperament of a/ar be one of which two temperaments? or resolution exemplifies the temperament of a/an unpredictable is the information into concepts and theories? What aspects of 4. A negotiator who focuses on specifics and details might 5. A negotiator who likes detail and is also focused orn 6. The negotiating temperament that is likely most 7. Why are harmonizers and controllers prone to organize 8. What personality characteristics or traits must a 9. What personality characteristics or traits must an action personality relate to such behavior? harmonizer be sure to keep in check or under control? Why? seeker be sure to keep under control? Why? yourself in the eyes of the other party. Which negotiating 10. Think of a recent interaction you were party to. Imagine temperament did you exhibit? Case 1 Ventura Capital is a financier who specializes in capitalizing start- up companies. Andy Preneur is a would-be entrepreneur. He needs capital to start his new business. Andy and Yentuu

Explanation / Answer

Q1)True

Q2)False

Q3)Is called a Harmonizer. A harmonizer is a pacifier. Acts as controller in arguements or issues. It is difficult to disagree with them and tough to pressurize them.

Q4)Pragmatist or Action seeker. Pragmatists are Street fighters. They are considered to to be using sensing and judging,focusing on details. Action seekers are High rollers who focus on sensing and perceiving.

Q5)They are pragmatists who focus more on details and use sensing and jugding.

Q6)High rollers i.e. Action seekers are most unpredictable. They disdain rules.They take things literally rather than conceptually. They are spontaneous and action oriented and seek thrills.

Q7) The preference for intuiting is an aspect of personality that these two have in common. The intuitive manner of taking in information is shown by conceptualization and integration.

Q8)The need for social power and the need for affialiation should be controlled by Harmonizers. They can take criticisms personally. The best way to control harmonizers is show apreciation for their creative concepts.

Q9)Since action seekers do not believe in planning and seek thrills providing emotional stability would help them control their enthusiasm and quick decisions. A low level of emotional stability could lead them to make some rash decisions.

Q10)Having a sense of competitiveness,need for achievement and even getting appreciated by your boss for good work makes me a a harmonizer. Since planning my work and focusing on details with a hint of stubborness to get my project done in a perfect way are signs of harmonizing temprament.

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