
Negotiation Skills - Heeter - APP Exam 1
Authored by LECOM DE 2026
Mathematics
Professional Development
CCSS covered
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22 questions
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1.
CATEGORIZE QUESTION
3 mins • 1 pt
Organize these options into the right categories of either positional negotiation or principled negotiation
Groups:
(a) Positional
,
(b) Principale
Haggling
Focus on the problem over people
Attempt to convert other to your point of view
Goal of "winnin"
Goal of solving problem in a way that is mutually beneficial or agreeable to both sides
Attempt to appeal to other parties emotions
Create multiple solutions vs a single option
Communication is key
Generally starts and ends with both parties entrenched in positions
Both sides provide input to to solution
2.
MULTIPLE SELECT QUESTION
45 sec • 1 pt
When it comes to negotiation types which of the following are considered positional (SATA)
Win-Lose
Lose-Win
Lose-Lose
Win-Win
3.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
When it comes to negotiation types which of the following are considered principled
Win-Lose
Lose-Win
Lose-Lose
Win-Win
4.
MATCH QUESTION
1 min • 1 pt
Match the following negation types with their descriptions
Win-lose
Competitive, authoritarian, little flexibility
Lose-Lose
Entrenched positions; won't agree at any cost
Win-win
Appeasing, "giving in" to maintain relationship
Lose-win
Cooperative, most sustainable long term approach
5.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
All of the following are pivotal in principled negations EXCEPT
Active listening
Haggling
Asking questions
Communicating with a purpose
Exploring options
Tags
CCSS.RI.8.1
CCSS.RI.8.8
CCSS.RL.11-12.1
CCSS.RL.8.1
CCSS.RL.9-10.1
6.
MULTIPLE CHOICE QUESTION
30 sec • 1 pt
Which of the following acronyms is useful in principled negations if an agreement is not met
BATNA
DARN-CAT
PCPP
SOAP
Tags
CCSS.RI.8.1
CCSS.RI.8.8
CCSS.RL.11-12.1
CCSS.RL.8.1
CCSS.RL.9-10.1
7.
MULTIPLE SELECT QUESTION
45 sec • 1 pt
Select all of the following which should be used when approaching tense situations
Mock
Mirror
Empathize
Employ Labeling
Slow down
Answer explanation
The last one not included would be reassure.
-smile and use a calm, reassuring voice
Tags
CCSS.RL.8.3
CCSS.RL.6.3
CCSS.RL.7.3
CCSS.RL.9-10.3
CCSS.RL.11-12.3
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