Negotiation Strategies Quiz

What is the target point in negotiation?

• The price beyond which a negotiator will not go

• The point at which a negotiator would like to conclude negotiations

• The spread between the resistance points

• The initial price set by the seller

What is the resistance point in negotiation?

• The initial price set by the seller

• The point at which a negotiator would like to conclude negotiations

• The price beyond which a negotiator will not go

• The spread between the resistance points

What is the bargaining range in negotiation?

• The spread between the resistance points

• The asking price set by the buyer

• The point at which a negotiator would like to conclude negotiations

• The initial price set by the seller

What is BATNA in negotiation?

• Reservation Price

• Best Alternative to a Negotiated Agreement

• Worst Alternative to a Negotiated Agreement

• Bargaining Range

What is the purpose of indirect assessment in negotiation?

• To determine the other party's target and resistance points

• To make exaggerated opening offers

• To provide alternatives for the other party

• To manipulate the negotiation schedule

What is the purpose of providing alternatives in negotiation?

• To limit the negotiation scope

• To create more options for the counterpart

• To make the negotiation more complex

• To confuse the other party

What is the tactic of 'Splitting the Difference' in negotiation?

• Offering multiple alternative packages

• Suggesting to divide the difference between two positions

• Making an exaggerated opening offer

• Proposing a moderate opening offer

What is the tactic of 'Lowball/Highball' in negotiation?

• Asking for a small concession on a new item to close the deal

• Pretending a low priority item is important to trade for a concession

• Alternating between tough and lenient negotiation approaches

• Using extreme offers to change the anchor of potential negotiation settlements

What is the purpose of 'Assume the Close' technique in negotiation?

• To use emotional ploys to force concessions

• To make a final offer close to the resistance point

• To create a sense of urgency for the other party to agree quickly

• To provide multiple alternatives for the other party

What is the potential risk of using hardball negotiation tactics?

• They can lead to long-term positive relationships

• They may backfire and lead to revenge motivations

• They are highly effective against well-prepared negotiators

• They are always considered acceptable in any negotiation situation