QUESTION 1

Imagine you are buying a used bicycle. If you are planning your concessions strategically and your first two offers are $400 and $450, what should your next offer be?

	a.	$400
	b.	$450
	c.	$480
	d.	$500
	e.	$550

25 points

QUESTION 2

The hiring manager says to you, an applicant: Even though the salary is not what you want, this is probably way more than you were making at Starbucks. This is an example of:

	a.	A data-based argument
	b.	Framing as gains
	c.	Planning concessions
	d.	Setting an anchor

25 points

QUESTION 3

The hiring manager says to you, an applicant: Before you say anything, I want to let you know that we do not negotiate salary for new employees. Now, what questions do you have? This is an example of:

	a.	A data-based argument
	b.	Framing as gains
	c.	Planning concessions
	d.	Setting an anchor

25 points

QUESTION 4

You are negotiating over where to have your next conference at work. The following arguments are given. Which is the most effective?

	a.	"Las Vegas is conference heaven! Last time I went there, it was amazing."
	b.	"We should really go to the beach. Everyone loves the beach."
	c.	"We should look at Denver. Their bid was 20% lower than comparable cities and it is equidistant for everyone to travel."
	d.	"Let's just stay here in Washington D.C. I hate traveling."