4.4.9 NEGOTIATION

Question 1

Which of these statements is incorrect when preparing for a negotiation?

(1) The best alternative to a negotiated agreement should be identified
(2) Trade-offs should be developed and never changed
(3) Trade-offs should be developed during preparation and modified as needed
(4) Alternative solutions should be developed before the process begins

Answer 1

(2) Trade-offs should be developed and never changed

Question 2

When preparing for a negotiation the best way an individual can understand the
interests of all involved parties, is to…
(1) Collect, document and analyse relevant hard and soft information about the parties
(2) Get to know everyone involve before the negotiation begins
(3) Use formal means to collect and analyse factual information gathered during the negotiation
(4) Gather facts on an individual’s interest as the negotiation progresses

Answer 2

(1) Collect, document and analyse relevant hard and soft information about the parties

Question 3

Which statement is incorrect about the negotiation process?
(1) Taking time to summarise progress made is a useful aid to gaining agreement
(2) The aim is to get the best possible deal at all costs
(3) Careful preparation is one of the keys to success
(4) Recognising that a negotiation is a trade and being prepared to give as well as take is a
key aspect of a negotiation

Answer 3

(2) The aim is to get the best possible deal at all costs

Question 4

Fill in the missing word in this sentence: negotiation is the process between two or
more parties that aims to balance different interests, needs and expectations in order to reach a [?] agreement and commitment whist maintaining a positive working
relationship
(1) Beneficial
(2) Successful
(3) Common
(4) Binding

Answer 4

(3) Common

Question 5

Which of these should be considered when preparing a negotiating strategy?

(1) The means to achieve a win-lose outcome
(2) The means to get the best possible deal at all costs
(3) The roles of those not involved in the negotiation
(4) Secondary strategies to cover the “what if” scenarios

Answer 5

(4) Secondary strategies to cover the “what if” scenarios