Question 1

Khalid has just finished a negotiation with a supplier and now needs to communicate the outcome of the negotiation to his stakeholders. He has one stakeholder who has a high level of importance but is not very interested. What approach should Khalid take?

Options :

A : do not communicate the outcome with the stakeholder as they are not interested

B : send key information but do not over-communicate

C : as a key player, Khalid should seek their approval

D : Khalid should keep the stakeholder regularly updated with high quality information

Answer: B

Question 2

ABC Ltd is going into partnership with a supplier called XYZ to create a new product. The project is highly secret at the moment as funding has not yet been secured to begin manufacturing. Firstly, ABC wishes to iron out some final details. They are heading into a meeting with XYZ and are bringing into the meeting the Head of Technical Design. This person created the specification upon which the product will be built. What type of power will the Head of Technical design bring to the meeting?

Options :

A : legitimate

B : referent

C : expert

D : coercive

Answer: C

Question 3

Research by Meredith Belbin into Team Roles and the prediction of success showed that the most successful teams had which of the following characteristics?

Options :

A :

A successful team should have 9 people

B : A successful team needs highly intelligent people

C : A successful team requires different people to play different roles

D : A successful team must have a clear leader

Answer: C

Question 4

A push style of negotiation uses logic, facts and reasoning to make a case of change. Is this true?

Options :

A : yes - push tactics can be effective in getting results but not commitment

B : yes- push tactics focuses on collaborative approaches to problem solving

C :

no - push tactics are good at winning hearts and minds

D :

no - push tactics focus on listening and involving others

Answer: A

Question 5

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

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