Question
Explore 0 Skip to Main Content DEEPESH KATARIYA Negotiation Fundamentals Week 4 Graded Quiz - MOOC final Prev Home The 10-point sequence Video: Lecture How
Explore
0
Skip to Main Content
- DEEPESH KATARIYA
Negotiation Fundamentals
Week 4
Graded Quiz - MOOC final
Prev
Home
- The 10-point sequence
- Video:
- Lecture
- How to build the right negotiation sequence ?
- . Duration:
- 4 min
- First Things First
- Video:
- Lecture
- Doing first things first for effective negotiation - Part 1
- . Duration:
- 5 min
- Video:
- Lecture
- Doing first things first for effective negotiation - Part 2
- . Duration:
- 3 min
- Video:
- Lecture
- Doing first things first for effective negotiation - Part 3
- . Duration:
- 3 min
- Video:
- Lecture
- Doing first things first for effective negotiation - Part 4
- . Duration:
- 4 min
- Power balance
- Video:
- Lecture
- Reaching the end : And how about the power balance ?
- . Duration:
- 4 min
- Final Quiz "Negotiation process"
- Practice Quiz:Practice Quiz - Final
- 10 questions
- MOOC Final Quiz
- Quiz:Graded Quiz - MOOC final
- 11 questions
QUIZ22 MIN
Graded Quiz - MOOC final
Submit your assignment
DUESep 7, 12:29 PM IST
ATTEMPTS3 every 8 hours
Resume
Receive grade
TO PASS80% or higher
Grade
Graded Quiz - MOOC final
Graded Quiz22 min
DueSep 7, 12:29 PM IST
Graded Quiz - MOOC final
TOTAL POINTS 11
1.
Question1
Among the following statements, which are correct in negotiation?
1 point
You should speak first, and listen afterwards.
Do not focus on positions.
In negotiation you need to claim value first.
Separate the people from the problem.
Use subjective criteria.
2.
Question2
Which of the following features do not help build effective communication?
1 point
Closed questions.
Empathy.
Background information.
Active listening.
Aggressiveness.
3.
Question3
Which of the following statements are obstacles to negotiation success?
1 point
Positional bargaining.
Joint problem solving.
Value creation.
No criteria of legitimacy for options.
Being tough on the problem.
4.
Question4
Among the following statements, which are correct in negotiation?
1 point
You need to anticipate the possible conflicts of interests between principals and agents.
You should speak first, and listen afterwards.
You should claim value and distribute it afterwards.
The objective of a negotiation is to get an agreement.
What we should do first things first in negotiation is the essential.
Everything can be negotiated.
5.
Question5
Among the following recommendations, which ones seem relevant to you?
1 point
Separate people issues from substantive issues.
Focus on positions and not on interests or motivations.
Consider negotiation as a zero-sum game.
Anchor on justification criteria to settle a conflict.
Identify the best solution away from the table before negotiating.
Always end a negotiation with an agreement and accept it.
6.
Question6
In the following 10-trump preparation plan, match up the item "Who?" to its appropriate dimension.
1 point
Core motivations, Solutions at the table, Solutions Away From the table, Justifications.
Organization, Communication, Logistics.
Personal relationships, Mandate, Stakeholder's Map.
7.
Question7
In the following 10-trump preparation plan, match up the item"What?"to its appropriate dimension.
1 point
Core motivations, Solutions at the table, Solutions Away From the table, Justifications.
Organization, Communication, Logistics.
Personal relationships, Mandate, Stakeholder's Map.
8.
Question8
In the following 10-trump preparation plan, match up the item"How?"to its appropriate dimension.
1 point
Core motivations, Solutions at the table, Solutions Away From the table, Justifications.
Organization, Communication, Logistics.
Personal relationships, Mandate, Stakeholder's Map.
9.
Question9
Which of the following ARE NOT bargaining tactics that you may be confronted with by your opposites at the table?
1 point
Linkage
Extreme anchoring
Carpet selling
Red herring
White elephant
Good cop/bad cop
My hands are tied
My lips are sealed
The "icing on the cake"
10.
Question10
Among the actions listed below, which one should you take when faced with the "ultimatum" tactic your opposite might use?
1 point
Re-orient your opposite to the points you had initially agreed to discuss or gain time in order to assess the meaning and cost of the new item on the agenda.
First, resist hasty reaction and instead compare with your best solution away from the table. Next, thank your opposite for the offer and then propose a higher figure than your Plan B, as your own "last offer".
Remain calm and do not give way to pressure, do not mix the People and the Problem. Stick to the facts and insist on rules of the game. Finally, if your plan "B"' enables it, leave the room in the first meeting.
11.
Question11
In a negotiation it is crucial to have effectively prepared your Solution Away From the Table (SAFT) Why? Select the right answers among those below.
1 point
It will enable you to make a deal only if the solutions traded at the table are more interesting than the solution away from the table.
It will enable you to make a comparison between what seems to be disappointing solutions at the table with the reality you will be faced with when leaving the room without a deal.
It will enable you to set discussions with your opposite into motion again by talking about the "what if there was no deal? What will we do?" scenario.
It provides the main ingredient for the power balance around the table and will enable you, if you have a comfortable SAFT, to be stronger in your demands at the table because the other negotiator will have to match your expectations.
Once effectively prepared, it will enable you to fine-tune and adjust your mandate to the various interests of the stakeholders around the table, thus generating the best possible scenario for a mutually agreed solution even if you do not reach your principal's expectations.
Step by Step Solution
There are 3 Steps involved in it
Step: 1
Get Instant Access to Expert-Tailored Solutions
See step-by-step solutions with expert insights and AI powered tools for academic success
Step: 2
Step: 3
Ace Your Homework with AI
Get the answers you need in no time with our AI-driven, step-by-step assistance
Get Started