Negotiation Day 1

The definition of negotiation is very simple, while its scope is wide. Every wish or need may cause a negotiation. This was mentioned by:

• Gerarrd I. Niernberg

• Gerard I. Niernberg

• Jarrod I. Niernberg

• Gerardd I. Niernberg

_________ negotiation refers to the planning, reviewing, analysis and other activities that a buyer and seller conduct to reach an agreement.

• Commercial

• Day to Day

• Principled

• Secret

There are _____ stages in the negotiation process.

• 4

• 3

• 6

• 5

A ______ is essential for survival.

• Wants

• Demands

• Needs

• Have's

The strategic insight happens at which stage of the Maslow's Hierarchy of Needs?

• Self Esteem

• Safety

• Love and Belonging

• Self Actualization

______________ are surface statements of where a person or organization stands.

• Interests

• Positions

• Angle

• Thoughts

_______ are an individual’s underlying reasons, values or motivations.

• Interests

• Positions

• Wants

• Thoughts

“How did you arrive at that particular decision?” This is an example of ______ question.

• Flattery

• Probing

• Sequential

• Open ended

“Could we draw upon your knowledge to add some input into this particular issue and come to a decision?”

• Flattery

• Probing

• Sequential

• Open ended

The following is NOT a landmine question:

• Aggressive

• Loaded

• Tricky

• Probing