Negotiation Skills Quiz: 522

20 Questions

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Negotiation Skills Quiz: 522

Questions and Answers
  • 1. 
    What is a concession (in negotiation terms)?
    • A. 

      A thing that is granted, esp. in response to demands

    • B. 

      A place to sell merchandise

    • C. 

      Making demands

    • D. 

      Making trades

  • 2. 
    • A. 

      Wrecking ball, Roller Coaster, Ice Cream Cone, Martini, Sucker

    • B. 

      Wrecking ball, Avalanche, Ice Cream Cone, Martini, Sucker

    • C. 

      Snowball, Avalanche, Ice Cream Cone, Martini, Sucker

    • D. 

      Wrecking ball, Avalanche, Ice Cream Cone, Martini, Take it or leave it

  • 3. 
    • A. 

      Ice Cream Cone and Snowball

    • B. 

      Martini and Avalanche

    • C. 

      Ice Cream Cone and Sucker

    • D. 

      Ice Cream Cone and Martini

  • 4. 
    • A. 

      It is send a message that you are desperate

    • B. 

      Once the ball starts swinging it is hard to control

    • C. 

      It sends a message that you are not willing to negotiate

  • 5. 
    The Avalanche motivates the other party to keep pushing for more concessions
    • A. 

      True

    • B. 

      False

  • 6. 
    In what order should negotiables be conceded?
    • A. 

      High cost to you, low value to the other party

    • B. 

      High value to you, low cost to the other party

    • C. 

      Low value to you, low cost to the other party

    • D. 

      Low cost to you, high value to the other party

  • 7. 
    • A. 

      Position your product/service advantageously

    • B. 

      Set High Targets

    • C. 

      Manage information skillfully

    • D. 

      Protect your self-interest and the relationship

    • E. 

      Know the full range and strength of your power

    • F. 

      Satisfy customer needs over wants

    • G. 

      Concede according to plan

  • 8. 
    What do you call negotiables that are of high value to the other party and low cost to you?
    • A. 

      Alternate negotiables

    • B. 

      Primary negotiables

    • C. 

      Ultimate negotiables

    • D. 

      Elegant negotiables

  • 9. 
    What elements make a good demand? (Check all that apply)
    • A. 

      Specific

    • B. 

      Non-judgmental

    • C. 

      Strong

    • D. 

      Concise

    • E. 

      Provides reasons

  • 10. 
    • A. 

      One-way and open ended

    • B. 

      Two-way and specific

    • C. 

      Two-way and open ended

    • D. 

      One-way and specific

  • 11. 
    Making demands raises tension in a negotiation.
    • A. 

      True

    • B. 

      False

  • 12. 
    Aim for the comfort zone when making demands.
    • A. 

      True

    • B. 

      False

  • 13. 
    When making a demand you should aim for the
    • A. 

      Comfort zone

    • B. 

      Zone of tolerance

    • C. 

      Zone of intolerance

    • D. 

      Safety zone

  • 14. 
    On the collaborative side of the Negotiation model, the negotiator should: (Check all that apply)
    • A. 

      Protect self-interest and preserve the relationship

    • B. 

      Discuss multiple negotiables

    • C. 

      Seek win - win deals

    • D. 

      Concede quickly to preserve the relationship

  • 15. 
    • A. 

      Best Alternative to No Agreement

    • B. 

      Best Alternative to a Negotiated Agreement

    • C. 

      Basic Acceptable Timely Negotiated Agreement

    • D. 

      Basic Accepted Timely Negotiated Agreement

  • 16. 
    The walkaway numbr refers to?
    • A. 

      The number that you will not complete the deal

    • B. 

      The number that you will complete the deal, but will not go beyond

    • C. 

      Your target price for the deal

    • D. 

      Your asking price

  • 17. 
    Salespeople often include too little data or too few details which decreases the effectiveness of their position.
    • A. 

      True

    • B. 

      False

  • 18. 
    In the negotiation course we refer to the Power Matrix.  What are the sources of power? (Check all that apply)
    • A. 

      Planning Power

    • B. 

      Personal Power

    • C. 

      Organizational Power

    • D. 

      Real Estate Power

    • E. 

      Information Power

    • F. 

      Situational Power

  • 19. 
    Conceding slowly and reluctantly is more advantageous than conceding quickly and eagerly.
    • A. 

      True

    • B. 

      False

  • 20. 
    Negotiables fall into three categories:
    • A. 

      Primary, Low value, and High Cost

    • B. 

      Primary, Alternate, and Elegant

    • C. 

      Primary, Illegal, and Elegant

    • D. 

      Legal, Illegal, and in the gray area