Kirby Is Going to Be Selling to an IT Company

question 73

Multiple Choice

Kirby is going to be selling to an IT company that is known for casual work attire.Even though Kirby has just finished a presentation for a different company and is in a sports jacket and tie,he stops off at home to put on a casual shirt and sweater.What is Kirby's action indicative of?

• A)duplicity
• B)reflection management
• C)impression management
• D)social mobility

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Definitions:

Fait Accompli

A French term meaning "accomplished fact"; something that has already been done and cannot be changed.

Distributive Bargaining

A method of negotiation where the goal is to distribute a limited amount of resources in a manner that maximizes one's own benefit.

Limited Resource

Any asset which is scarce or finite, creating constraints in its allocation and necessitating efficient management.

Resistance Points

The limits beyond which a party is unwilling or unable to budge during negotiations, defining the boundaries of acceptable outcomes.