Negotiations Day 2

The ______ frame assists your counterpart to consider more ideas, options & possibilities, that they may not have otherwise considered

• What if

• Because

• Agreement

• Why

The following is a negative listening style EXCEPT.

• Sarcasm

• Unsolicited Advice

• Active Listening

• Interrupting

What does BATNA stand for?

• Balanced Alternative To a Negotiated Agreement.

• Best Alternative To a Negotiated Agreement.

• Best Assetiveness To a Negotiated Agreement.

• Best Alternative To a Negated Agreement.

There are _____ steps in developing your BATNA.

• 3

• 5

• 4

• 6

The scarcity close is also known as:

• The summary close

• The assumptive close

• The sharp angle close

• Now or never close

To remind the other person about the benefits of the decision you will use the:

• The summary close

• The assumptive close

• The sharp angle close

• Now or never close

The Emotional Bank account is a bank account where you deposit _____.

• Money

• Trust

• Love

• Work

Using anger and a loud tone of voice to force the other party to favor what they want from the negotiations. This represents:

• The Emotional Game

• Ultimatum

• Renege on the Deal

• The Delay Tactic

At the very start, the other party says, “this is my final decision”, you can figure that they are trying to whittle away at your needs. This describes:

• Emotion game

• The ultimatum

• Renege on the deal

• The delay tactic

What is the name of the trainer for this session?

• Gurmeet Siingh

• Gurrmeet Singh

• Gurmeet Singh

• Gurmit Singh