Jeff has a reputation for shouting angrily while negotiating. In ...

[RYAN BANYAN]

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.
 
  Indicate whether the statement is true or false

Question 2

If a manager uses critical incidents as a method of performance evaluation, then ________.
 
  A) the employees generally receive poor ratings
  B) the evaluator's writing skills become the determining factor of the evaluation
  C) the employees are more likely to become motivated to achieve their goals
  D) the focus of the evaluation will center on key behaviors
  E) the cost of the evaluation is likely to be incredibly high for the organization

[chloejackso]

Answer to Question 1

TRUE
Explanation: Showing anger during negotiations can be effective. Having a history of showing anger actually induces more concessions because the other party perceives the negotiator as tough.

Answer to Question 2

D
Explanation: D) Critical incidents focus the evaluator's attention on the difference between executing a job effectively and executing it ineffectively. A list of such critical incidents provides a rich set of examples to show the employee desirable behaviors and those that call for improvement.