Negotiation II
PREMIUM
Contributors: Edison GuerraPerez (GP)
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References:
- Englund, R. L. (2010). Negotiating for success: are you prepared? Paper presented at PMI® Global Congress 2010—EMEA, Milan, Italy. Newtown Square, PA: Project Management Institute.
- A Guide to the Project Management Body of Knowledge (PMBOK Guide®)
- Effective Negotiating® by Dr. Chester L. Karrass
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NEGOTIATION II
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- Answered
- Review
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Question 1 of 26
1. Question
1. I consider the four fundamental forces in every negotiation: power, information, timing, and approach.
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Disagree Agree
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Question 2 of 26
2. Question
2. Preview to negotiation, I like to analyze possible challenges like the authority of the people involved, the reporting structure, resources available and needed, and any cultural differences.
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Disagree Agree
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Question 3 of 26
3. Question
3. Before closing a negotiation, I always review its terms and conditions, prices, dates, resources, and liabilities.
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Never Always
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Question 4 of 26
4. Question
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Question 5 of 26
5. Question
5. I use soft bargaining when considering essential to maintain a good relationship with the other side.
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Disagree Agree
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Question 6 of 26
6. Question
6. I separate the people from the problems, focusing on the objectives that I want to achieve as a result of the negotiation.
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Disagree Agree
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Question 7 of 26
7. Question
7. I aim to minimize and distribute the losses as part of my negotiation process to have the least adverse effects.
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Disagree Agree
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Question 8 of 26
8. Question
8. I aim to develop good working relationships between the negotiation parties by understanding their interests, utilizing external standards and benchmarks.
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Never Always
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Question 9 of 26
9. Question
9. I commonly ask for permission to provide feedback or suggestions in negotiation, carefully answering any questions that arise.
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Never Always
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Question 10 of 26
10. Question
10. I am always attentive to the reactions from the other party about possible approaches they may be willing to consider.
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Never Always
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Question 11 of 26
11. Question
11. I am aware that time can be used as a constraint to one side while the other side may take the opportunity to gain additional concessions.
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Never Always
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Question 12 of 26
12. Question
12. I keep the focus on what is being negotiated, especially if one party gets emotional.
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Never Always
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Question 13 of 26
13. Question
13. I always consider how to alleviate the problem and what could make it worst.
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Never Always
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Question 14 of 26
14. Question
14. I consider the trade value of the concession I offer and the one I am asking to the other side.
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Never Always
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Question 15 of 26
15. Question
15. I ensure that requirements and priorities are clearly and properly supported in my organization before any negotiation.
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Never Always
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Question 16 of 26
16. Question
16. I always make sure that the goals in a negotiation align with my company goals.
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Disagree Agree
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Question 17 of 26
17. Question
17. I always consider how the results of negotiations will affect ongoing and future projects.
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Disagree Agree
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Question 18 of 26
18. Question
18. I always consider the adverse effects of no reaching an agreement.
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Never Always
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Question 19 of 26
19. Question
19. I always define the minimum acceptable results in a negotiation.
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Disagree Agree
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Question 20 of 26
20. Question
20. I consider the contingencies needed to be in place if desired negotiation results are not obtained.
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Disagree Agree
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Question 21 of 26
21. Question
21. Some negotiating techniques that I recognize and occasionally use are reviewing my notes, using hard tactics, taking breaks, keeping silent, and reframing an issue.
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Disagree Agree
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Question 22 of 26
22. Question
22. I see concession granted too easy, not contributing to the other party’s satisfaction, a difference to those they work for.
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Disagree Agree
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Question 23 of 26
23. Question
23. I am alert of the message that I am sending to the other party when I give a concession, ensuring that it is not being interpreted as a signal of weakness.
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Disagree Agree
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Question 24 of 26
24. Question
24. I count the overall number of concessions that I receive and the ones I give, using them as bargaining leverage.
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Disagree Agree
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Question 25 of 26
25. Question
25. I evaluate how close each concession brings me to reach the agreemnet that I want.
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Disagree Agree
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Question 26 of 26
26. Question
26. I make sure to relay to other parties that all concessions given are contingent on a satisfactory agreement.
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Disagree Agree
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