Check Your Knowledge: Negotiation Planning

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Check Your Knowledge: Negotiation Planning - Part 1

Once you submit the quiz, click view score to compare your responses to the correct responses. You can print your results and answers for your own records if you wish.

Spending time psyching yourself up prior to a negotiation is a helpful strategy. *

1 point

True

False

Sometimes you don't have a BATNA *

1 point

True

False

When determining the zone of possible agreement (ZOPA) you must determine the maximum that you as the buyer are willing to pay. Which of the following statements are true. [Check all that apply] *

1 point

It is easier to determine the maximum you are willing to pay compared to the minimum the seller is willing to sell.

The maximum you are willing to pay is informed by your BATNA

The maximum your are willing to pay may be your reservation price (the point in the deal where you could come to agreement or walk away)

The maximum you are willing to pay is always more than the minimum the seller is willing to sell.

Required

BATNA Stands for *

1 point

Best Alternative To No Agreement

Best Alternative To a Negotiated Agreement

Match the negotiation concept with the explanation. *

6 points

Opening move that anchors the deal.

How you present options as either a win or a loss.

What you are willing to give up. Plan what they are and when to use.

Determine and make multiple offers of equivalent value

What is important to each party and you should reveal yours.

Negotiate these simultaneously not sequentially

Concessions

Multiple Offers

Interests

Multiple Issues

First Offer

Framing

A tactical no is when you "move away from the table" to improve your no-deal option and/or worsen that of the other side. *

1 point

True

False

Temper tantrums are often impulsive heat of the moment reactions. *

1 point

True

False

Do you need to make decisions during a negotiation meeting when the ideas are presented? *

1 point

Yes

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