BUS-S5 Unit 35

As compared to unannounced negotiation, formal negotiation:

• is simpler

• requires less preparation

• is more time consuming

• is more difficult

Informal negotiation involves:

• two people

• any number of people

• four people

• three people

Persuasion is an essential element of effective negotiation because it helps in:

• effecting agreements and solutions in the interest of all

• resolving disputes among people

• achieving one’s own interests

• settling issues between two parties

The final aim of negotiation is to:

• reach an agreement

• implement an agreement between two parties

• win at all cost

• end a dispute

A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution by:

• making proposals

• joint problem-solving

• setting conditions

• force

Negotiation strategy is partly concerned with:

• searching for a common goal

• avoiding failure

• prolonging the length of the negotiation

• ending the discussion

Negotiation implies that both parties accept that the agreement between them is:

• necessary

• subject to further dispute

• conditional

• final and binding

One’s negotiation objective should be:

• personal

• realistic

• social

• ideal

In order to persuade others, facts should be discussed from the point of view of a:

• first party

• second party

• third party

• fourth party

In negotiations, the interpretation of a cue requires skill because it may be:

• ambiguous

• behavioural

• intentional

• verbal