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- 1. Multiple Choice
Which one of these will NOT help you to establish rapport with your opponent?
Being friendly and using positive body language
Listening well
Talking only about your own interests
Being friendly and empathetic
- 2. Multiple Choice
Before entering into negotiation with the other party, you should
Do nothing--- everything can be done on the same day
Have a big meal and get a good night's sleep
Research about the other person or negotiation party to find out their needs, strengths and weaknesses
Go to the library and read up something about negotiation
- 3. Multiple Choice
Which negotiation style is the best for ensuring a win-win outcome?
Being highly co-operative
Being both assertive and co-operative
Being highly assertive
Being neither assertive nor co-operative
- 4. Multiple Choice
What is a common mistake while negotiating ?
Listening to the other person
Being open-minded and flexible
Rushing into making a decision
Asking probing questions to be sure of the correctness of factual information
- 5. Multiple Choice
The final aim of negotiation is to
end a dispute
reach an agreement
implement an agreement between two parties
win at any cost
- 6. Multiple Choice
In order to persuade others, facts should be discussed from the point of view of a
first party
second party
third party
fourth party
- 7. Multiple Choice
persuasion is an essential element of effective negotiation because it helps in
resolving disputes among people
satisfying one's own ego
effecting agreements and solutions in the interest of all
showing off ability to communicate your views
- 8. Multiple Choice
A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution by
joint problem-solving
forcing
making proposals
setting conditions
- 9. Multiple Choice
Which of these is required for effective negotiation?
Good Rapport and Listening
Thorough planning
Knowing your as well as the other party's BATNA
Ratifying the agreement
All of these
- 10. Multiple Choice
For fruitful negotiation, it is important to
Plan thoroughly
Be clear about the purpose
understand personality and tone of the other party
ratify and implement the agreement properly
All of these
- 11. Multiple Choice
Which of these is not a characteristic of Integrative Negotiation?
Win- win approach ---Individual and joint gain
Long- term relationship
Creative Solution
Inflexibility
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