Negotiation Skills

what does BATNA stand for ?

• best alternative to negotiated arguments

• best alternative to negotiated agreements

• basic alternative to negotiated agreements

what type of negotiation is referred to as win-win ?

• integrative negotiation

• principled negotiation

• distributive negotiation

before entering into a serious negotiation, what should you do ?

• go to the library and read about negotiating

• do nothing

• research the other party to find out their needs, strengths and weaknesses

• have a good night sleep

if a negotiation isn't going to achieve your original aim, what can you do ?

• give up and let the other person win

• back out of the negotiation and make no decision

• select the best alternative: BATNA

• negotiate harder and be more ruthless

Which of these will NOT help you to establish rapport with your opponent :

• listen well

• be friendly and empathetic

• smile and use positive body language

• only talk about your interests

one's negotiation objective should be :

• ideal

• realistic

• personal

• social

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

• conditional

• necessary

• final and binding

• subject to further dispute

negotiation strategy is partly concerned with :

• searching for a common goal

• avoiding failure

• ending the discussion

• prolonging the length of the discussion

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

• force

• joint problem solving

• making proposals

• setting conditions

the final aim of negotiation is :

• reach an agreement

• end a dispute

• implement an agreement between two parties

• win at all cost