NegotiatingOnline version Complete the following test based on the information in the unit. by Gabriela Cordero 1 During negotiations, one should treat an opponent with respect and consideration at all times. a True b False 2 Prior to engaging in negotiations it is wise to consider one's own "bottom-line". a True b False 3 When in salary negotiations, employees should "low-ball" in thei r opening remarks. a True b False 4 A positive sign of body language during a negotiation is... a Nodding b Staring c Touching your face 5 One principle of negotiation is... a Focus on the personality b Go for a win c Focus in the issue 6 An aspect you can negotiate in your job is... a find a job for a friend b a bonus c more vacation days than accumulated 7 A synonym of the verb negotiate is... a bargain b collaborate c bottom line 8 Let's imagine your coworkers presented a proposal you disliked and disagreed with. You research some more and prepare a ___ proposal with a fresh new idea to work on. a deadlock b consensus c counter 9 What is the concept of something that gives you power in a negotiation? a proposal b leverage c high-ball 10 Joey takes the whole orange and Jenny gets nothing. What type of negotiation is that? a negotiation by compromise b collaborative negotiation c win-lose negotiation 11 Joey and Jenny find out that they each need different parts of the orange. Jenny takes the peel and Joey takes the fruit. What type of negotiation is that? a negotiation by compromise b collaborative negotiation c win-lose negotiation 12 Negotiating is about how we can insist on our point of view and get what we want. a True b False 13 An important feature of good negotiations is... a talking b listening c writing 14 Listen to the audio and answer: What surprising demand does Neil say the other company made early on? a they disliked the proposal b they want a 20% discount c they want to change the date 15 Listen to the audio and answer: what tip did his friend give him about the negotiation problems he is facing now? a wait and not make any decision yet b close the deal and look for someone more interested c give in into every demand they have Feedback 1 True 2 True 3 False 4 Nodding 5 Focus on the issue 6 a bonus 7 bargain 8 counter 9 leverage 10 win-lose negotiation 11 negotiation by compromise 12 False 13 listening 14 they want a 20% discount 15 wait and not make any decision yet
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