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Test The importance of the BATNA and the Farol
Agenda
QUESTION 1: What does the acronym BATNA mean in the context of negotiation?
Acceptable Basis for a Negotiated Deal
Accelerated Negotiation Technique
Fully Negotiated and Accepted Agreement
Best Alternative to a Negotiated Agreement
2nd QUESTION: What does knowing our BATNA allow us to do?
It forces us to accept unfavorable agreements
It allows us to negotiate from a position of power and trust
Eliminates the need for a "plan B"
It makes us more likely to give in to pressure
QUESTION 3: How does defining our BATNA before entering into a negotiation help us?
To ensure that the other party accepts all our demands
To prolong the negotiation as long as possible
To establish a limit, a point below which we are not willing to accept an agreement
To avoid any kind of bluff during the conversation
QUESTION 4: What is a "bluff" in a negotiation, according to the text?
A tactic to let the other person know that we have a good alternative
Blatant lie to gain an unfair advantage
A way to give in on all points of the negotiation
The best option we have if the negotiation fails
QUESTION 5: What is the risk of bluffing if our BATNA is weak?
The other person will feel more pressured to give in
Our position of power will be strengthened
We will win the negotiation immediately
If the other person does not comply, we will be forced to carry out our threat
QUESTION 6: What is a more effective way to use BATNA, described as a "soft and honest bluff"?
Threaten to leave if our conditions are not accepted
Be transparent about our situation and the challenges we face
Lying and saying we have a much better offer
Reject negotiation from the beginning
QUESTION 7: What effect can honesty about our limits have on the other person?
He will take advantage of our situation
It will cause the immediate end of the negotiation
It can generate empathy and a greater willingness to collaborate
It will make us lose all our negotiating strength
QUESTION 8: What gives us the confidence to reject an offer that doesn't meet our expectations?
Get to know our BATNA
Not having any other alternative or "plan B"
The pressure exerted by the other party
The fear that the negotiation will fail
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