Negotiation Quiz

"Feedback from our sales and management teams . . . has been extremely positive . . . on Gary's logical, non-threatening, comprehensive style of leading the team through detailed planning sessions." - Senior Vice President, International SalesHigh Tech Compan

 
 

Gary L. Beal and Associates
Copyright ©2003

Negotiation is pervasive in our culture, although we often miss the fact that we are in the middle of a negotiation. We tend to think of negotiation as something that happens at car dealerships, or in labor relations. But discussions with bosses or co-workers, service people who come to our homes, credit card companies are often ripe with opportunities for negotiation, and we do poorly in those discussions because we don't understand the basics of good negotiation.

The following is a brief quiz to test your knowledge of negotiation processes and strategies. Many people apply their normal view of personal interactions to negotiations, and unwittingly make mistakes that end up costing them time and money. Choose the best answer for each question. Let's see how you do!

1.When given an unacceptable proposal, a good negotiator:

a) Immediately rejects the proposal.
b) Finds several things wrong with the proposal and give reasons why it won't work.
c) Asks several questions about the proposal.
d) Ignores the proposal and presents his or her own proposal instead.

2. When you see the other party with a problem that you could solve, you should:

a) Offer suggestions for solving the problem.
b) Ignore the problem.
c) Work with the other party to solve the problem.
d) Let the problem fester for awhile.

3. Which of the following statements most accurately describes negotiation realities?
a) The first person to put their number on the table usually loses.
b) The greater the uncertainty about the value of something in a negotiation, the more you want the other party to put their number out first.
c) The last person to put their number on the table usually loses.
d) The greater the uncertainty about the value of something in a negotiation, the more you want to put your number out first.

4. If you think that someone might lie to you in a negotiation, you should:

a) Take what they say and dispute it.
b) Ask several questions about each key point or answer they give.
c) Ignore everything they say that isn't in response to a specific question.
d) Take what they say and apply a"fudge factor" to it.

5. True or False. Giving the other party what they say they want assures they will feel satisfied with the outcome.

True
False

6. Agreeing quickly with the other party when presented with an option that resolves an area of disagreement or conflict:

a) Helps them to feel good about the agreement.
b) Moves the total negotiation more quickly toward completion.
c) Builds the relationship.
d) All of the above.
e) None of the above.

7. Rising tension in a negotiation is a sign that:

a) Things are going badly in the negotiation.
b) One party has said or done something to offend the other party.
c) Is appropriate in any negotiation setting.
d) All of the above.

8. The best way to convince the other party to agree with your position is to:

a) State it once, with conviction, and then be silent.
b) Carefully develop an extensive list of reasons to persuade the other party.
c) Pick the two or three best arguments, and then repeat them often.
d) Obliquely refer to your other options in case you can't reach agreement.

9. If you give the other party something "for free" during a negotiation, it:

a) Makes the other party feel better about the deal.
b) Increases the perceived value of the final outcome.
c) Builds momentum for completing the transaction.
d) All of the above.
e) None of the above.

 

10. True or False. Starting with a reasonable number helps in reaching a good agreement.

True
False

Please fill out this form and Mr. Beal will get back to you with your quiz score and (if applicable) a reply to your questions or comments.

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