NEW
Font size
WorksheetsNegotiating Quiz
Total questions: 10
Worksheet time: 12mins
Study the table and select the option (A-D) that indicates the types of negotiation most likely occur.
Negotiations:
X. "I don't see why we should concede anything at all. Our cause is just; Our path is illuminated; and we will persevere."
Y. "I want you to rank the things we, and they, have to bargain with. I know we'll have to concede some points, and I want to be able to determine what is most and least important to both of our organizations."
Z. "You know, it's not that important. Even if he's wrong and we're right, losing a lot in the negotiation isn't really going to affect too much."
X = Controlling, Y = Win/Win, Z = Soft
X = Hard, Y = Giving in, Z = Win/Win
X = Soft, Y = Controlling, Z = Principled
X = Principled, Y = Soft, Z = Controlling
What are the three criteria for fair negotiations?
Produce a clear win for one side, be efficient, and improve or at least not damage the relationship.
Produce a wise agreement, be effective and fair, and improve or at least not damage the relationship.
Produce a wise agreement, be efficient, and preserve order among fighting parties.
Produce a wise agreement, be efficient, and improve or at least not damage the relationship.
What you will NOT learn in the Negotiating lesson?
Explain how trust and betrayal affects relationships
How to bolster your self confidents
Explore the effects of win/lose, win/win, and lose/lose strategies in negotiations
Discuss the effects of competition and collaboration in relationships
___________ is focused on a win/win for all parties. If a win/win is not possible at the time, you can agree to have a win/win or no deal.
Negotiation
Principled negotiation
Soft negotiation
Hard negotiation
For successful negotiations, absolute statements like "this is the only way to do it" should be used to convince others to compromise.
True
False
Neither
Read the following sentence and decide which option (A-D) is most correct.
There are several ways to keep focused on win/win principled centered negotiations. One way is to allow yourself to be persuaded, and to stop yourself from working on your counter-arguments while someone else is talking.
True: By understanding your opponent, you will feel better about making concessions to help them reach their objectives.
True: Putting yourself in your opponent's position allows you to better understand their objectives.
False: If you let yourself be persuaded, you will lose the negotiations.
False: The purpose of negotiation is to argue your side and not make concessions.
Read carefully the following paragraph and select the correct option (A-D).
Principled negotiation is neither soft (giving in) or hard (controlling). It is based on the criteria for fair negotiations, and focused on a win/win for all parties. Principled centered negotiations have four points: Separate the people from the problem; focus on positions, not interests; generate as many options as possible; and base results on agreed upon objectives and standards.
Replace "objectives and standards" with "number of concessions"
Replace "as many options as possible" with "an option that specifies your goal"
Switch "positions" and "interests"
Switch "giving in" and "controlling"
Negotiation is an attempt to ______________.
solve an argument
stop a fight
reach a win/win agreement
to pick a winner
When negotiating, it is important to separate the people from the ____________.
Group
Problem
Anger
Power
What are the four basic points of principle-centered negotiations?
People, Interests, Options, and Criteria
Principles, Initiative, Options, and Criteria
Privacy, Intent, Opinions, and Criteria
People, Interests, Options, and Considerations
