Negotiation Strategies

The amount of time you should devote in planning for a negotiation is directly related to the amount of time you'll spend in the actual negotiation. How long is that?

• Twice as long

• Four times as long

• Nine times as long

What is the cornerstone of just about every negotiation you will ever enter into?

• There’s always a winner and a loser

• Every negotiation is a trade

• The other side is always your enemy

Which of the following actions represent the beginning of a negotiation?

• A demand

• A request

• An offer

Which of the following is not a stage of the negotiation process?

• Orientation

• Resistance

• Intermission

• Commitment

• Agreement

The tone for just about every negotiation will be set during which time frame?

• The first five seconds

• The first five minutes

• The first five hours

You should never make the first concession.

• True

• False

Which of the following words should you always avoid using during a negotiation?

• Uncomfortable

• But

• Money

Which of the following statements best describes a negotiation tactic called "The Krunch"?

• You have to do it my way

• You have to do better than that

• You have to see it my way

When conflict arises during a negotiation, which is the best way to handle it?

• Avoid the conflict

• Compete with the conflict

• Integrate the conflict into discussions

It's better to make no deal rather than a bad deal.

• True

• False