1. James Sebenius, in his Harvard Business Review article

1. James Sebenius, in his Harvard Business Review article: Six Habits
of Merely Effective Negotiators, identifies six mistakes that negotiators make that keep them from solving the right problem. Identify which mistake is being described.
The lead negotiator enters the negotiation with positions that she will absolutely accept and others that are she will absolutely not accept.
Select one:
a. Letting Positions Drive Out Interests.
b. Letting Price Bulldoze Other Interests.
c. Searching Too Hard for Common Ground.
d. Neglecting BATNAs.

2.Which of the following statements about Strategic Planning is NOT true?
Select one:
a. It is only applicable to large organizations.
b. It is no substitute for leadership.
c. It clarifies the overall purpose and desired results of an organization.
d. It comprises a set of concepts, procedures, and tools.

3. Your boss has asked that you consider solutions that will not only benefit the organization, but will also provide the greatest benefit for the greatest amount of people. Your team should engage in what type of Ethical Thinking?
Select one:
a. Ends-based thinking
b. Rule-based thinking
c. Care-based thinking
d. The Role-Model Test

4. Which of the following is true regarding the use of Power?
Select one:
a. It is unethical when used to promote your self-interest at the expense of others.
b. It usually results in unethical behavior.
c. It makes it more difficult for the powerless to act ethically.
d. It is easy to differentiate ethical from unethical politics.

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