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Test Key phases of a negotiation process
Agenda
QUESTION 1: According to the text, what is the first thing to do before sitting down to negotiate?
Conducting a thorough analysis of the situation
Start by making concessions to build trust
Choosing a neutral territory without further preparation
Define sanctions for future non-compliance
QUESTION 2: In the initiation phase, what is the approximate proportion of the total time occupied?
Ten percent
Five percent
Twenty-five percent
Fifty percent
3rd QUESTION: Why is it recommended to talk about neutral topics at the beginning?
To impose authority from the outset
To close preliminary agreements quickly
To break the ice and facilitate dialogue
To present the final offer immediately
4th QUESTION: In logistical preparation, what elements should be defined?
Only price and deadlines
The number of concessions for each party
The legal sanctions of the agreement
The agenda, timing and location of the meeting
QUESTION 5: When receiving a proposal from the opponent, what does the text recommend?
Listen carefully, take time and ask questions to clarify
Counteroffering immediately to show firmness
Accept the first offer if it seems reasonable
Respond with a concession to accelerate closure
QUESTION 6: What is the golden rule of concessions?
Always giving in to every exchange
Not making gratuitous concessions and asking for something in return
Making many small concessions even if they are worthless
Avoid communicating that a concession is being made
QUESTION 7: What is suggested to be done at the beginning of the closing phase?
Signing immediately to avoid changes
Introduce new demands at the last minute
Summarize the accomplishments of both parties before drafting the agreement
Review isolated concessions one at a time
QUESTION 8: If the final position is worse than your no-agreement alternative, what does the text indicate?
Continue negotiating indefinitely
Sign and correct later in writing
Making last-minute concessions
Not signing and avoiding agreement
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