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1.
Kelly is a Lead Negotiator for Sunnyside Inc and is preparing for an important meeting with her supplier. Her approach to the negotiation is to appear warm and tough. Which of the following behaviours should Kelly exhibit?
2.
What is the purpose of a negotiation?
3.
Which of the following techniques can be used by the parties to managing risks in long term supply contracts?
- Use of contract terms and conditions to cover eventualities such as force majeure and breaches
- Ignoring the significance of market research to gain information to use in doing business with a supplier
- Using an insurance to transfer the risk to a third party and to be covered financially in case of a risk occurring
- Entering into many long-term contracts with other suppliers to minimise the potential impact of supplier failure
4.
Aldefer and McClelland are two examples of ___________ theories of motivation.
5.
Equity theory of motivation focuses on:
