In "Negotiations: the Road to Success Is Paved with Hard

question 125

Multiple Choice

In "Negotiations: The Road to Success is Paved with Hard Work" medical software salesman Ben Johnson did all of the following EXCEPT ___________ to get the sale.

• A)met with the IT director, the chief information officer and the CEO
• B)set up a demo for the IT director
• C)assisted with confirmation of the weaknesses in the competitor's software
• D)took the decision makers to another hospital to see the software in action
• E)negotiated a detailed contract

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Definitions:

Gender Schemas

Cognitive structures that dictate the understanding of gender roles and expectations, influencing how individuals process gender-related information.

Rigid

Lacking flexibility; strict and inflexible in attitudes, opinions, or in physical movement.

Power Assertion

A disciplinary technique that involves the use of authority, threats, or physical force to enforce child compliance.

Assertive

Characterized by confidence and self-assurance in expressing opinions, needs, and desires, while respecting the rights of others.