WorksheetsBENS - MODULE 2
Total questions: 30
Worksheet time: 15mins
How many parties are included in a negotiation process?
1
0
2
2 or more
How are the parties connected and what role does that play in the terms of the negotiation process? Which key factor of negotiation does this statement potray?
Parties involved
Relationship
Communication
Legitimate claims
What is the most effective way to convey the desired outcomes and needs?
Realistic options
Legitimate claims
Communication
Alternatives
What options may be possible to achieve an outcome?
Alternatives
Realistic options
Legitimate claims
level of commitment
What is a powerful motivator, the value of which has been recognized in an abundance of clinical and real-world settings for over 35 years?
Internal setting
Goal setting
Backdrop setting
Integral setting
The goal should be _____________ enough so that we know exactly for what we are striving.
Measurable
Action oriented
Realistic
Specific
A goal must be MEASURABLE. It should have _____________ facts?
Transaction facts
Snapshot facts
Concrete facts
Additive facts
A goal is a statement that specifies
How much you will accomplish in life
What you want to achieve or do within a certain amount of time
What you will be successful at
How you will achieve something
10. Study the table and select the option (A-D) that indicates the correct type of goal. Types of Goals:
X. I will work for the most powerful law firm in the city.
Y. I will get no grade lower than a "B" for the rest of the year.
Z. I will finish this essay assignment before I go out with my friends.
X = short-term goal; Y = mid-term goal; Z = long-term goal
X = mid-term goal; Y = long-term goal; Z = short-term goal
X = long-term goal; Y = short-term goal; Z = mid-term goal
X = long-term goal; Y = mid-term goal; Z = short-term goal
SPAM is an acronym used to help you evaluate your goals. Study the table and select the option (A-D) that indicates the described SPAM terms.
Goal Setting SPAM:
X. I know I accomplished my fitness goal when I weigh 135 pounds, and can bench-press at least 135 pounds.
Y. I made a lot more progress since I rewrote my goal from: I want to bench-press 135 pounds, to I WILL bench-press 135 pounds.
Z. I bought a weight bench and weights; I planned a regular exercise schedule; I have the time to do it; I can meet my fitness goal.
X = Achievable; Y = Measurable; Z = Specific
X = Measurable; Y = Positive; Z = Achievable
X = Specific; Y = Probable; Z = Possible
X = Achievable; Y = Measurable; Z = Positive
What does the S in S.M.A.R.T. goals stand for?
Supreme
Sad
Squirrel
Specific
What does the M in S.M.A.R.T. goals stand for?
Mean
Magnificent
Measurable
Monkey
What does the A in S.M.A.R.T. goals stand for?
Agreeable
Angry
Achievable
Ape
What does the R in S.M.A.R.T. goals stand for?
Realistic
Rabbit
Really
Resting
What does the T in S.M.A.R.T. goals stand for?
Tallying
Tangible
Tease
Tiger
What is an example of a realistic goal?
Never spending any money for the rest of your life
Saving enough money in a day to buy a plane
Saving money from doing your chores for the next month to buy the new video game you wanted
Not saving any money and trying to buy a car
What is the acronym of our Goal Setting Strategy that we use?
COOL
SMILE
INFER
SMART
What is an example for "Specific"?
I want to lose weight.
I want to lose 20 lbs.
I want to be fast.
I want to run fast.
One strategy for improving one’s BATNA in negotiation is to
discuss it in explicit terms with the counterparty
improve your alternative options before going to the negotiation table
replace it with an aspiration point
revise it in reaction to progress of the negotiation
10. The term used to represent the quantification of a negotiator’s BATNA with respect to other alternatives is known as:
the reservation point
the target point
the focal point
sunk cost
You know you can buy an alternative Nissan car for $5k and someones sells his car Nissan for $6k. Your BATNA is
5k
6k
Does not exist
You know you can sell your car for $6k and someones offers to buy it for $5k. Your BATNA is
5k
6k
Does not exist
BATNA stands for
best alternative to a negotiated agreement
best assignment to a negotiated agreement
best alternative to a negative agreement
best alternative to a negative assignment
When repeat business is done with the same parties, it is important to
maximise your win at all cost
keep relationship at all cost
strike the balance between making $ and keeping relationship
ZOPA is :
Zeta Of Potential Agreement
Zone Of Political Agreement
Zone Of Potential Alignment
Zone Of Potential Agreement
What is important in a negotiation ?
To be happy
To don’t sweat
To be confident
To be personally well presented ( clean , good smell,...)
Choose the best response to the following:
If I order 30,000 silk scarves, what discount will you offer us?
30,000 isn’t that large, actually, but if you buy 50,000 scarves…
30,000? Wow! That’s great! Thank you so much.How about fifty percent?
Only 30,000? In that case, I can’t offer you any discount at all.
Which phrase is an opening statement when you start a discussion?
Hi.
Hi, as Candidate 1, my opinion is ..
Wow!
Alright, I think we have chosen the best strategy.
Should you read your notes while presenting your argument?
Yes
No, I think it is not a good idea
I don't know
Yes, I can but make eye contact too with my audience
Win-win situation explains that
the winner is the champion
in order for me to win, someone else don't have to lose
winning parties in negotiation will take all
to achieve win-win situation, we need a BATNA
