NEW
Font size
WorksheetsS2. Elements of negotiation
Total questions: 11
Worksheet time: 6mins
Which of the following is an example of a substantive goal?
money
winning
tting a settlement at any cost
shaping the agenda
Which of the following is an example of an intangible goal?
shaping the agenda
having a voice at the table
winning
money
Which of the following is an example of a procedural goal?
shaping the agenda
getting a settlement at any cost
money
winning
Which of the following statements is not a direct effect of goals on negotiation?
Wishes are not goals, especially in negotiation.
A negotiator’s goals are always linked to the other party’s goals.
There are limits to what realistic goals can be.
Effective goals must be concrete, specific, and measurable.
Which of the following situations may require a negotiator to develop a long-range plan for goal attainment?
when goals are simple and direct
when the other party shares your attitude towards the goals
when the negotiation goals are difficult or complex
when progress is needed quickly
Knowing your ________ is absolutely the first and most important step in developing a strategy and executing a negotiation.
goal
interests
BATNA
strategy
An example of a procedural goal might be shaping the agenda or simply having a voice at the table.
True
False
Examples of a substantive goal are winning, beating the other party, or getting a settlement at any cost.
True
False
Linkage between two parties’ goals defines an issue to be settled and is often the source of conflict.
True
False
Difficult negotiation goals, ones requiring a substantial change in the other party’s attitude, may require you to develop a short-term plan for goal attainment.
True
False
Knowing your goal is the first and most important step in developing a strategy and executing a negotiation.
True
False
