Negotiation Skills Quiz: 522
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What is a concession (in negotiation terms)?
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A thing that is granted, esp. in response to demands
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A place to sell merchandise
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Making demands
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Making trades
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Negotiation Skills Quiz: 522 tests understanding of key negotiation concepts, including concession patterns like Ice Cream Cone and Martini, and strategies to maximize outcomes. It assesses the learner's ability to apply effective negotiation techniques in practical scenarios.
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- 2.
What are the names of the five concession patterns?
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Wrecking ball, Roller Coaster, Ice Cream Cone, Martini, Sucker
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Wrecking ball, Avalanche, Ice Cream Cone, Martini, Sucker
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Snowball, Avalanche, Ice Cream Cone, Martini, Sucker
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Wrecking ball, Avalanche, Ice Cream Cone, Martini, Take it or leave it
Correct Answer
A. Wrecking ball, Avalanche, Ice Cream Cone, Martini, Sucker -
- 3.
What two concession patterns are recommended in a negotiation?
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Ice Cream Cone and Snowball
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Martini and Avalanche
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Ice Cream Cone and Sucker
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Ice Cream Cone and Martini
Correct Answer
A. Ice Cream Cone and MartiniExplanation
Ice Cream Cone and Martini are recommended concession patterns in a negotiation. The Ice Cream Cone pattern involves starting with small concessions and gradually increasing them, just like adding scoops of ice cream on top of each other. This strategy allows the negotiator to maintain a strong position while making the other party feel like they are getting something. The Martini pattern, on the other hand, involves making a big initial concession followed by smaller ones. This strategy can be effective in building goodwill and creating a sense of reciprocity from the other party.Rate this question:
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- 4.
Why is the wrecking ball concession pattern not recommended?
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It is send a message that you are desperate
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Once the ball starts swinging it is hard to control
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It sends a message that you are not willing to negotiate
Correct Answer
A. It sends a message that you are not willing to negotiateExplanation
The wrecking ball concession pattern is not recommended because it sends a message that you are not willing to negotiate. This pattern implies that you are unwilling to compromise or find a middle ground, which can hinder effective communication and resolution of conflicts. It is important to maintain a willingness to negotiate and consider other perspectives in order to foster productive discussions and reach mutually beneficial agreements.Rate this question:
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- 5.
The Avalanche motivates the other party to keep pushing for more concessions
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True
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False
Correct Answer
A. TrueExplanation
The statement suggests that an avalanche can serve as a motivator for the other party involved in a negotiation to continue making more concessions. This implies that the overwhelming force or impact of the avalanche creates a sense of urgency or pressure, compelling the other party to make further compromises in order to reach a resolution.Rate this question:
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- 6.
In what order should negotiables be conceded?
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High cost to you, low value to the other party
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High value to you, low cost to the other party
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Low value to you, low cost to the other party
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Low cost to you, high value to the other party
Correct Answer
A. Low cost to you, high value to the other partyExplanation
Negotiables should be conceded in the order of low cost to you and high value to the other party. This means that you should first concede on items that have a low cost to you, but are highly valuable to the other party. This strategy allows you to make concessions that are relatively easy for you to give up, while still gaining significant value in return. By prioritizing items that have low cost to you and high value to the other party, you can create a win-win situation and increase the chances of reaching a mutually beneficial agreement.Rate this question:
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- 7.
What are the Negotiation Principles taught in the workshop. (Choose all that apply)
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Position your product/service advantageously
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Set High Targets
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Manage information skillfully
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Protect your self-interest and the relationship
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Know the full range and strength of your power
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Satisfy customer needs over wants
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Concede according to plan
Correct Answer(s)
A. Position your product/service advantageously
A. Set High Targets
A. Manage information skillfully
A. Know the full range and strength of your power
A. Satisfy customer needs over wants
A. Concede according to planExplanation
The negotiation principles taught in the workshop include positioning your product/service advantageously, setting high targets, managing information skillfully, knowing the full range and strength of your power, satisfying customer needs over wants, and conceding according to plan. These principles help individuals negotiate effectively by strategically positioning their offerings, setting ambitious goals, being knowledgeable about relevant information, understanding their own power dynamics, prioritizing customer needs, and making concessions in a planned manner.Rate this question:
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- 8.
What do you call negotiables that are of high value to the other party and low cost to you?
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Alternate negotiables
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Primary negotiables
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Ultimate negotiables
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Elegant negotiables
Correct Answer
A. Elegant negotiablesExplanation
Elegant negotiables refer to items or concessions that hold significant value to the other party involved in a negotiation, while requiring minimal cost or effort from your side. These negotiables are strategic tools used to create mutually beneficial agreements, as they allow you to offer concessions that are highly desirable to the other party without sacrificing much on your end. By identifying and utilizing elegant negotiables, you can effectively navigate negotiations and achieve favorable outcomes.Rate this question:
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- 9.
What elements make a good demand? (Check all that apply)
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Specific
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Non-judgmental
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Strong
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Concise
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Provides reasons
Correct Answer(s)
A. Specific
A. Non-judgmental
A. Strong
A. ConciseExplanation
A good demand should be specific, meaning it clearly states what is being requested. It should also be non-judgmental, meaning it does not include any biased or subjective language. A strong demand is assertive and confident, leaving no room for ambiguity. Additionally, a good demand should be concise, getting straight to the point without unnecessary elaboration. Providing reasons for the demand can also help strengthen the argument and make it more persuasive.Rate this question:
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- 10.
What conditions should a trade meet?
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One-way and open ended
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Two-way and specific
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Two-way and open ended
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One-way and specific
Correct Answer
A. Two-way and specificExplanation
A trade should meet the conditions of being two-way and specific. This means that both parties involved in the trade should agree to exchange something of value, and the terms of the trade should be clearly defined and agreed upon by both parties. This ensures that there is mutual consent and understanding between the parties involved, leading to a fair and successful trade.Rate this question:
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- 11.
Making demands raises tension in a negotiation.
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True
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False
Correct Answer
A. TrueExplanation
When one party in a negotiation makes demands, it often leads to an increase in tension between the parties involved. Demands can be seen as aggressive and confrontational, creating a hostile atmosphere that hinders productive communication and problem-solving. This can make it more difficult to reach a mutually beneficial agreement. By focusing on demands, the negotiation becomes more adversarial, with each party trying to assert their own interests rather than finding common ground. Ultimately, this can lead to a breakdown in the negotiation process and prevent the parties from reaching a satisfactory resolution.Rate this question:
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- 12.
Aim for the comfort zone when making demands.
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True
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False
Correct Answer
A. FalseExplanation
The statement suggests that when making demands, one should aim for the comfort zone. However, this is not true. Making demands should not be based on personal comfort but rather on the appropriateness and feasibility of the request. It is important to consider the needs and perspectives of others and to approach demands in a respectful and considerate manner. Therefore, the correct answer is false.Rate this question:
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- 13.
When making a demand you should aim for the
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Comfort zone
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Zone of tolerance
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Zone of intolerance
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Safety zone
Correct Answer
A. Zone of toleranceExplanation
When making a demand, aiming for the "Zone of tolerance" is the most appropriate approach. The zone of tolerance refers to the range within which individuals are willing to accept or tolerate a certain level of demand or expectation. It represents the acceptable limits or boundaries that individuals are comfortable with. By aiming for the zone of tolerance, one ensures that the demand is reasonable and falls within the acceptable range for the individuals involved, thus increasing the likelihood of a positive response and cooperation.Rate this question:
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- 14.
On the collaborative side of the Negotiation model, the negotiator should: (Check all that apply)
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Protect self-interest and preserve the relationship
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Discuss multiple negotiables
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Seek win - win deals
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Concede quickly to preserve the relationship
Correct Answer(s)
A. Protect self-interest and preserve the relationship
A. Discuss multiple negotiables
A. Seek win - win dealsExplanation
In the collaborative side of the Negotiation model, the negotiator should protect their self-interest and preserve the relationship because it is important to ensure that their own needs and goals are met while also maintaining a positive and constructive relationship with the other party. They should also discuss multiple negotiables, as this allows for a broader range of options and potential solutions to be considered. Additionally, seeking win-win deals is important as it promotes mutual benefit and helps to build trust and cooperation between the parties involved. Conceding quickly to preserve the relationship, however, is not recommended as it may lead to one party being taken advantage of or their needs being overlooked.Rate this question:
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- 15.
What is a BATNA?
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Best Alternative to No Agreement
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Best Alternative to a Negotiated Agreement
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Basic Acceptable Timely Negotiated Agreement
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Basic Accepted Timely Negotiated Agreement
Correct Answer
A. Best Alternative to a Negotiated AgreementExplanation
BATNA stands for Best Alternative to a Negotiated Agreement. It refers to the alternative course of action that a party can take if a negotiation does not result in a satisfactory agreement. It is the fallback option that a party can pursue if the negotiation fails or if the proposed agreement is not favorable. Having a strong BATNA is important in negotiations as it provides leverage and helps in making informed decisions during the negotiation process.Rate this question:
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- 16.
The walkaway numbr refers to?
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The number that you will not complete the deal
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The number that you will complete the deal, but will not go beyond
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Your target price for the deal
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Your asking price
Correct Answer
A. The number that you will complete the deal, but will not go beyondExplanation
The walkaway number refers to the maximum price or limit that you are willing to pay or accept in a deal. It represents the point at which you are willing to complete the deal, but you will not go beyond that number. It is the threshold that you have set for yourself, indicating the highest or lowest price you are willing to negotiate. Once this limit is reached, you will walk away from the deal rather than exceeding your walkaway number.Rate this question:
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- 17.
Salespeople often include too little data or too few details which decreases the effectiveness of their position.
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True
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False
Correct Answer
A. FalseExplanation
Salespeople often include enough data and details to increase the effectiveness of their position.Rate this question:
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- 18.
In the negotiation course we refer to the Power Matrix. What are the sources of power? (Check all that apply)
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Planning Power
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Personal Power
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Organizational Power
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Real Estate Power
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Information Power
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Situational Power
Correct Answer(s)
A. Planning Power
A. Personal Power
A. Organizational Power
A. Information Power
A. Situational PowerExplanation
The Power Matrix in the negotiation course refers to different sources of power that can be utilized in a negotiation. Planning Power is one source of power that involves the ability to strategize and prepare for a negotiation. Personal Power refers to the influence and persuasion skills of an individual. Organizational Power is the power derived from one's position or role within an organization. Information Power is the power gained from having access to valuable information. Situational Power is the power that arises from the specific circumstances or context of a negotiation. Real Estate Power is not mentioned in the question and therefore is not a source of power in this context.Rate this question:
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- 19.
Conceding slowly and reluctantly is more advantageous than conceding quickly and eagerly.
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True
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False
Correct Answer
A. TrueExplanation
Conceding slowly and reluctantly can be more advantageous because it allows the person to negotiate and explore different options before reaching a final decision. This approach gives them more time to analyze the situation, consider potential consequences, and potentially find a better solution or compromise. On the other hand, conceding quickly and eagerly may lead to hasty decisions without fully evaluating the implications or exploring alternative possibilities. By taking their time and conceding slowly and reluctantly, individuals can make more informed choices and potentially achieve better outcomes.Rate this question:
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- 20.
Negotiables fall into three categories:
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Primary, Low value, and High Cost
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Primary, Alternate, and Elegant
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Primary, Illegal, and Elegant
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Legal, Illegal, and in the gray area
Correct Answer
A. Primary, Alternate, and ElegantExplanation
The correct answer is Primary, Alternate, and Elegant. This categorization suggests that negotiables can be classified into three groups based on their importance and value. "Primary" negotiables are essential and non-negotiable, while "Alternate" negotiables are secondary options that can be considered if the primary ones cannot be met. "Elegant" negotiables refer to additional desirable features or benefits that can be negotiated but are not essential. This classification helps in understanding the different levels of negotiables and prioritizing them during negotiations.Rate this question:
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Current Version
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Mar 16, 2023Quiz Edited by
ProProfs Editorial Team -
Jun 07, 2012Quiz Created by
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