When an organization has declining performance, a CEO who has been in office for many
years is least likely to:
A) look for ways to improve implementation of the existing strategy
B) make major changes in the organization's strategy
C) make small, incremental changes in the strategy
D) give a pep talk and urge people to redouble their effort
Question 2
The strategy of making multiple equivalent simultaneous offers (MESOs) can be effective even
with the most uncooperative of negotiators. The MESO strategy is best described as:
A) a negotiator presenting the other party with at least two or more proposals of equal value
B) a negotiator inviting the counterparty to selectively choose the best parts from several
offers
C) a negotiator revealing his or her BATNA to the counterparty
D) a negotiator acting less aggressively when anchoring an opening offer
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