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Review >> The Art of Negotiation

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1 point

Presenting the features and benefits of a product or service to a potential client.

A discussion of how a product or service fulfills a potential client’s needs.

A presentation of an offer, which includes price, delivery, packaging and turnaround time.

Providing a potential client with a price list for your products or services along with a bulk order discount offer.

1 point

The price of an entrée at a four star restaurant.

The price per unit for different quantities of a part you require for your manufacturing process.

The final cost of your groceries at a national chain grocery store/market.

The hourly labor rate on auto repair services at a national car service chain.

1 point

Both sides give up a little of what they want, but are satisfied with the end result.

Both sides get all of what they wanted at the outset of the negotiation.

One side gets the majority of what is wanted and the other side achieves a small portion of what was wanted.

One side convinces the other side that the offered price is reasonable.

1 point

Bargaining, collaboration, haggling.

Collaboration, tests of mutuality, shared pool of understanding.

Haggling, value distribution, collaboration.

Bargaining, haggling and trading.

1 point

Both sides striving to acquire as much of the value in the negotiation as possible.

Identification of multiple possible solutions with a focus on issues.

One side giving up on positions which are untenable.

Equal sharing of the total value identified at the outset of the negotiation.

1 point

an understanding of the problem and obstacles to negotiation

a positive relationship and trust

a willingness to resolve conflict

an understanding that someone will not be content

1 point

True

False

1 point

Separate the people from the problem

Focus on the interest of the parties involved, not positions

Look for mutual gains wherever possible

Aim to win the negotiation by taking a strong stance

1 point

they don’t know what their goals are

a circumstance dependent negotiator may change their strategy throughout the negotiation

a circumstance dependent negotiator always changes their strategy

it’s one of the tenets of the Four Options approach to negotiation

Review >> The Art of Negotiation

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