The market planning process should be completed before the strategic planning process begins

U.S. negotiators tend to

a. make fewer adjustments to opponent's behavior and change their negotiation strategy less. b. change their negotiation strategy less and are less ethnocentric than their opponents. c. use a group oriented negotiation style and make fewer adjustments to opponent's behavior. d. use less ethnocentric behavior than their opponents and use a group oriented negotiation style.

Of the following, which one is not a major reason to implement a job evaluation program?

(a) to provide a rational basis for negotiating pay rates when bargaining collectively with a recognized union (b) to develop a base for a merit or pay-for-performance program (c) to justify an existing pay structure or to develop one that provides for internal equity (d) to take advantage of legislation that permits incumbents to have lower income taxes