Fundamental Model of Negotiation - the Basic Negotiation Process

The video tutorial introduces negotiation as a crucial part of professional roles, emphasizing its fairness and nobility. It outlines negotiation as a process with four main steps: preparation, opening, bargaining, and closing, followed by follow-up. The video aims to demystify negotiation, highlighting its predictability and fairness. It also promises further videos to delve deeper into each step and explore negotiation principles, tools, and techniques.

What is the primary goal of negotiation according to the introduction?

• To avoid any agreement

• To satisfy both parties involved

• To gain an unfair advantage

• To win at all costs

How is negotiation described in terms of its predictability?

• There are no steps to follow

• The exact outcome can always be predicted

• The process is unpredictable

• The steps are predictable, but the outcome is not

Which of the following is NOT one of the four core steps of negotiation?

• Bargaining

• Opening

• Evaluation

• Preparation

What is the purpose of the preparation step in negotiation?

• To finalize the agreement

• To set up a plan for negotiation

• To make concessions

• To start the negotiation proper

What is the focus of the bargaining step in negotiation?

• To close the negotiation

• To haggle and make concessions

• To open the negotiation

• To prepare for negotiation

What happens during the closing step of negotiation?

• Preparation is done

• Bargaining continues

• The negotiation is opened

• The agreement is locked in

What is the role of follow-up in the negotiation process?

• To open the negotiation

• To prepare for the next negotiation

• To enact the agreed terms

• To make further concessions