In a negotiation, the reservation price is ________. a. the ...

[cookcarl]

In a negotiation, the reservation price is ________.
 
  a. the midpoint of the zone of possible agreement between both parties
  b. the first number or offer the negotiator presents as a written formal proposal
  c. the most desired outcome or objective a negotiator sets for an issue
  d. a maximum or minimum beyond which the negotiator will not accept a proposal

Question 2

Construct a scenario where a firm links core competencies, values, and experiences to job descriptions and staffing practices.
 
  What will be an ideal response?

[Kimmy]

Answer to Question 1

d

Answer to Question 2

Student answers may vary. However, a good example of linking core competencies, values, and experiences to job descriptions and staffing practices is Dell Computer Corporation. Dell believes that although it can teach its new executives the nuances of the computer industry, it cannot teach them how to be effective in Dell's dynamic environment. After reviewing the performance ratings and compensation levels of Dell vice presidents and directors hired over a three-year period, Dell learned who had been successful, and why. Interviewing the superiors of those executives who had left the company or who had not advanced also provided insights into the competencies required for success at Dell.

The research resulted in the identification of five core competencies for executive hires: the ability to learn fast, to thrive in a changing environment, to deliver results, to solve problems, and to build teams. Dell recruiters now use these criteria in determining which candidates to pursue.