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10. Which of the following is the first step in the negoti<strong>at</strong>ion process?<br />
Prepar<strong>at</strong>ion <strong>and</strong> planning<br />
Bargaining <strong>and</strong> problem solving<br />
Definition of ground rules<br />
Clarific<strong>at</strong>ion <strong>and</strong> justific<strong>at</strong>ion<br />
11. ________ occurs when people within organiz<strong>at</strong>ions use wh<strong>at</strong>ever influence they can to taint the facts<br />
to support their goals <strong>and</strong> interests.<br />
Politicking<br />
Sabotage<br />
Illegitim<strong>at</strong>e political behavior<br />
Legitim<strong>at</strong>e political behavior<br />
12. The ultim<strong>at</strong>e source of an organiz<strong>at</strong>ion’s culture is<br />
Its top management.<br />
Its environment.<br />
The country in which the organiz<strong>at</strong>ion oper<strong>at</strong>es.<br />
Its founders