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20 questions
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- Multiple ChoicePlease save your changes before editing any questions.
"We'd like to reach a deal with you today."
This is an expression of...
starting positions
exploring positions
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of making offers?
We'd be prepared to offer you a better price if you increased your order.
I'll have to consult my colleagues about that.
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of accepting an offer?
I think we've covered everything
Sounds a good idea to me. As long as we...
- Multiple ChoicePlease save your changes before editing any questions.
"That would be difficult for us."
This is an expression of...
Accepting an offer
Refusing an offer
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of closing the deal?
Good, we agreed on price, quantity, discounts, ...
Great, we've got a deal.
- Multiple ChoicePlease save your changes before editing any questions.
"Can you tell me a little about?"
This is an expression of...
Checking understanding
Exploring positions
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of checking understanding?
Are you saying ...?
What do you have in mind?
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of following up the deal?
If there are any other options, I'll email you.
Right, let's try to get 10% off their list prices.
- Multiple ChoicePlease save your changes before editing any questions.
Which of the following is an expression of playing for time?
That's more than we usually offer.
I'd like to think about it.
- Multiple ChoicePlease save your changes before editing any questions.
If I understand you correctly, ...
This in an expression of...
Checking understanding
Following up the deal
- Multiple ChoicePlease save your changes before editing any questions.
Which is NOT a way you can impress the person you are negotiating with?
Introduce yourself
Explain the type of your company
Explain the financial position
Describe your competitor
- Multiple ChoicePlease save your changes before editing any questions.
What do we do when explaining the core business?
Describing our products and services in detail
Describing where we stand in comparison to the competition
Giving information about where we have branches or factories
Giving information about our company's history and development
- Multiple ChoicePlease save your changes before editing any questions.
Which is how we describe our client base?
We have a $3 billion turnover.
We sell to major stores all over the world.
We're a family business based in Milan.
We're a logistics company specializing in supply chain management.
- Multiple ChoicePlease save your changes before editing any questions.
Which is NOT a stage of a negotiation?
Explore
Propose
Disagree
Bargain
- Multiple ChoicePlease save your changes before editing any questions.
"What we want to achieve is quality, price, and delivery."
is an example of what stage in negotiation?
Prepare
Explore
Propose
Bargain
- Multiple ChoicePlease save your changes before editing any questions.
"If you can't agree to this, we'll have to __________ our offer."
Which word best fits in the blank?
delay
cancel
reject
withdraw
- Multiple ChoicePlease save your changes before editing any questions.
At the EXPLORE stage, what do we do? Choose TWO answers.
Explain our objectives
Agree the procedures of the negotiation
Ask for clarification of things you don't understand
Check you have understood your partner's position correctly.
- Multiple ChoicePlease save your changes before editing any questions.
What are TWO key skills you need in the EXPLORE stage?
How to listen
How to disagree
How to ask questions
How to stay calm
- Multiple ChoicePlease save your changes before editing any questions.
"What we want to achieve is a win-win solution."
is an example of what technique?
State your aims
Listen positively
Fix the agenda
Summarize
- Multiple ChoicePlease save your changes before editing any questions.
Which is NOT a key factor that influences how decisions are made?
Time tight
Time loose
Development
Delegation