Negotiation Techniques - Exercise

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Negotiation Techniques - Exercise

Negotiation

Duration: 10 minutes.

In this exercise, you will respond to the following questions about negotiation.


  1. The three parts of negotiation are
    1. Preparation
    2. Negotiation
    3. Substance
    4. Conclusion
    5. Process
    6. Behavior

  2. True or False:
    1. Negotiations should always conclude with a written contract.
    2. A successful agreement maintains a working relationship.
    3. Negative emotions can trigger irrational behavior.
    4. During negotiations parties should present information, ideas, and positions.

  3. Match the following:
    1. The accommodator
    2. The avoider
    3. The collaborator
    4. The competitor
    5. The compromiser
    6. Likes working with others.
    7. Are good negotiators.
    8. Is aware of non-verbal communication.
    9. Wants to find equity for both parties.
    10. Avoids confrontation.

Solution:

Solutions:


  1. The three parts of negotiation are:
    1. Substance
    2. Process
    3. Behavior

  2. True or False:
    1. Negotiations should always conclude with a written contract. False
    2. A successful agreement maintains a working relationship. True
    3. Negative emotions can trigger irrational behavior. True
    4. During negotiations parties should present information, ideas, and positions. True

  3. The answers are as follows:
    1. A. The accommodator and H. Is aware of non-verbal communication
    2. B. The avoider and J. Avoids confrontation
    3. C. The collaborator and F. Likes working with others
    4. D. The competitor and G. Are good negotiators
    5. E. The compromiser and I. Wants to find equity for both parties
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