L9 Negotiation Misconceptions Quiz

What does a "win-win" negotiation outcome mean?

• One side concedes and/or is defeated

• All parties reach objectives

• One party gives up something

• No agreement is reached

In a "compromise" negotiation, what typically happens?

• All parties reach objectives

• One side concedes and/or is defeated

• Both parties give up something

• No agreement is reached

What feeling does a Win-Win negotiating approach aim to achieve for both parties?

• Resentment

• Success and satisfaction

• Indifference

• Frustration

Which stage involves creating a positive working climate?

• Prepare

• Discuss

• Propose

• Bargain

Which stage involves seeking a win/win compromise?

• Prepare

• Discuss

• Propose

• Bargain

What should you remember during the 'Propose' stage?

• Optimum and fallback positions

• Positive working climate

• Sequence of events

• Value of your solution

What is a recommended rehearsal strategy for negotiation?

• Practice alone

• Get a colleague to play the other side’s role

• Ignore practice

• Use a script

What is often the key to success in negotiations according to the document?

• A strong argument

• A good personal relationship between key negotiators

• A detailed contract

• A high level of confidence

What type of questions should you ask during a negotiation?

• Closed questions

• Rhetorical questions

• Open questions

• Leading questions

Which of the following is an example of an open question?

• Can you do this?

• Is this correct?

• What do you think about this?

• Have you finished?