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WorksheetsNEGOTIATION (Homework)
Total questions: 10
Worksheet time: 8mins
Brijesh is negotiating with sara, who wants to purchase his car. The only issue is price. This is an example of (Select one):
a position-based negotiation.
an interest-based negotiation.
a dispute resolution negotiation.
none of the above
Jing and tim have parking spaces next to each other at the apartment complex where they live. Tim claims that jing dented his car when she was driving out of her space. They are negotiating with each other, trying to resolve this dispute. This type of negotiation tends to (select one):
be adversarial.
look to the future.
focus on problem solving.
all of the above.
To increase your power in a negotiation you should (select one) :
always make the first offer.
use reactive devaluation.
rely on confirming evidence when preparing for the negotiation.
ask the other side lots of questions.
In every price negotiation, there should be (select one) :
a ZOPA.
a BATNA.
a reservation/walkout price.
all of the above.
Do you see negotiating as being about:
A fair and equal transaction?
Compromising?
Making a joint decision in which you get some of what you want and they get some of what they want?
Win-Lose, with you on the winning end.
Negotiation is used to
influence others' emotions.
effect others' behaviors.
change others' attitudes.
all of the above.
Negotiation performance encompasses which of the following?
Personality characteristics.
Perception.
Needs.
Individual skills.
A fertile ground for negotiation skill practice is in personal settings and issues, because,
we will be naturally most effective when we have an emotional interest in the result.
opportunities abound for continual thought and development.
the outcome is less important.
that is where our ego is most involved.
one's attitude toward conflict is important to developing effective negotiation skills; because,
Conflict is a contest that provides practice for negotiating.
conflict is the antecedent of negotiation and, therefore, impacts selection of the most appropriate negotiation strategy.
one cannot change one's attitude toward conflict.
None of the above.
The most important drawback of using a competitive approach is that
It requires a lot of energy to keep fighting.
Competing is not nice.
It requires the manipulation of others.
One party loses.
