Negotiation

Question 1

True or False: As a public employee, you are prohibited from any negotiations that would encumber the state to abide by the laws of another state or nation.

Answer 1

True

Question 2

Knowing your___________ can provide you with additional leverage when communicating with the other party.
A. BATNA
B. BASF
C.BAFO
D.BICA

Answer 2

A. BATNA

Question 3

Most often, the ___________ marks the end of the negotiations where one or both sides has reached their limit.
A. BATNA
B. BASF
C.BAFO
D.BICA

Answer 3

C. BAFO

Question 4

Which of the following can result from successful negotiation: MULTIPLE CHOICES
A. Reduce costs
B. Reduce Risk
C. Reduce down times
D. Allow for needed adjustments

Answer 4

All of the choices

A. Reduce costs
B. Reduce Risk
C. Reduce down times
D. Allow for needed adjustments

Question 5

What are common reasons to negotiate (multiple choices)
A. Make lots of friends
B. Remedy any problems or issues
C. Secure the best value
D. During contract renewals

Answer 5

B. Remedy any problems or issues
C. Secure the best value
D. During contract renewals

Question 6

True or False: When possible, you should develop and use a negotiation team.

Answer 6

True

Question 7

Which of the following are common reasons people feel uncomfortable when negotiating?
A. Cultural
B. Embarrassment
C. Appears to be unstructured
D. Indigestion

Answer 7

A. Cultural
B. Embarrassment
C. Appears to be unstructured

Question 8

TRUE or FALSE: Answering too many of the other party’s questions can give the other party leverage

Answer 8

TRUE

Question 9

Which of the following are examples of possible negotiable items: (multiple)
A. Ethics
B. Installation
C. Integrity
D. Payment Terms
E. Price
F. Specifications
G. Training
H. T’s &C’s

Answer 9

B. Installation

D. Payment Terms
E. Price
F. Specifications
G. Training
H. T’s &C’s