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Which of the following stages in group development comes first?
Answer : C
In Tuckman's team development model: Forming Storming Norming Performing Adjourning/Mourning. ''Storming'' is the first stage listed here and marks initial conflict as roles and norms form.
Bob is preparing for a negotiation with an important potential business partner. His approach is to devise options for mutual gain before deciding what to do. Which approach to negotiation is Bob taking?
Answer : B
''Principled negotiation'' (sometimes called the Harvard method) is built on four pillars: (1) separate people from the problem; (2) focus on interests, not positions; (3) generate options for mutual gain; and (4) use objective criteria. Bob's focus on creating options for mutual gain signals the principled approach.
TYD is a furniture manufacturer with various customers. One of them is considered a ''nuisance customer.'' What approach should TYD take with this customer?
Answer : C
''Nuisance'' customers in the Supplier Preferencing Matrix are low-value and low-attractiveness accounts. The recommended strategy is to minimise investment of time and resources---maintaining transactional efficiency but avoiding over-engagement.
Which of the following could be considered a Pull-style influencing/negotiation tactic? Select TWO.
Answer : C, D
Pull tactics engage, involve, and motivate others (e.g., inspiring with vision, inviting joint problem-solving, exploring interests). Push tactics rely on directing, arguing, or asserting with facts and logic. Thus ''inspiring'' and ''negotiating'' are pull; ''rationalising'' and ''asserting'' are push.
An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation, which of the following components of principled negotiation should they refer to?
Answer : B
Separating people from the problem means you treat the relationship and the substantive issues as distinct. Pushback on a proposal is not a personal attack; it's part of clarifying interests and criteria. Keeping relationship concerns separate helps maintain respect and reduces defensiveness.
