16-Which of the following is the second step in the negotiation process?

A.

Creating closure

B.

Clarifying and justifying

C.

Defining ground rules

D.

Preparing and planning

E.

Bargaining and problem solving

17-Which of the following emotions can be beneficial for a negotiator to show to achieve concessions?

A.

Surprise

B.

Happiness

C.

Anger

D.

Neutral emotion

E.

Anxiety

18-According to the text, in terms of cross-culture negotiation, which Big Five personality trait might be most important?

A.

Neuroticism

B.

Conscientiousness

C.

Openness

D.

Extroversion

E.

Agreeableness

19-Loci of conflict includes intragroup conflict, intergroup conflict, and ________ conflict.

A.

dyadic

B.

relationship

C.

process

D.

task

E.

complicating

20-Which one of the following acts as an informal communication link between two parties?

A.

Mediator

B.

Arbitrator

C.

Negotiator

D.

Conciliator

E.

Counselor