Unit 318: Principles of business communications and information

Fill in the blank: Negotiation is a crucial skill in business as it helps to ________ mutually beneficial agreements.

• reach

• avoid

• delay

• ignore

Which of the following is NOT a benefit of negotiation in a business environment?

• Improve relationships with stakeholders

• Ensure effective conflict resolution

• Increase product prices

• Support long-term business success

Match the negotiation approach to its description:

• A win-lose approach, often used in price-based negotiations.

• Hard

• A win-win approach, focusing on collaboration and mutual gain.

• Distributive

• Competitive, prioritising winning over relationships.

• Principled

• A balance between soft and hard, based on objective criteria.

• Soft

• Focuses on maintaining relationships, flexible on outcomes.

• Integrative

Which of the following is a use of negotiation?

• Contracting agreements

• Buying and selling

• Staffing negotiations (e.g., salaries, contracts)

• All of the above

Fill in the blank: Successful negotiation involves ________, which means researching facts and setting objectives.

• Preparation

• Celebration

• Delegation

• Relaxation

Which negotiation tactic involves understanding the other party’s needs?

• Preparation

• Active Listening

• Bargaining

• Agreement and Closure

Fill in the blank: ________ in negotiation means offering counter-proposals and compromises.

• Bargaining

• Listening

• Interrupting

• Ignoring

Which negotiation tactic is about finding solutions beneficial to both parties?

• A) Preparation

• B) Problem-solving

• C) Bargaining

• D) Agreement and Closure

Fill in the blank: Documenting terms to prevent future disputes is known as ________ and Closure in negotiation.

• Agreement

• Discussion

• Argument

• Evaluation

Match the type of presentation to its requirement:

• Structured, often used for corporate meetings or proposals.

• Informal

• Designed to market a product/service.

• Formal

• More flexible, used for team discussions.

• Promotional