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Test The Agreement and Flexibility Box
Agenda
QUESTION 1: What does the "Agreement Box" represent in a negotiation?
The area of overlap between the positions of two people, where one solution is acceptable to both
The extreme position that each person defends at the beginning of the conflict
The outcome in which one person wins and the other loses
A tool to avoid any type of negotiation
2nd QUESTION: What is the main objective of the negotiation according to the "Agreement Box" concept?
That both parties collaborate to find a mutually acceptable solution
That one of the parties imposes its extreme position on the other
Let one person win and the other lose
Demonstrate that the positions are irreconcilable
QUESTION 3: Between which two points is the "Agreement Box" located?
Between the two extreme positions of each person
Among the minimum points with which each person would be satisfied
Between what one person wants and what the other is not willing to give up
Between the beginning and the end of the conflict
4th QUESTION: What is key to success in a negotiation, according to the text?
Stand firm in the extreme posture without giving in
The flexibility to move from extreme positions
Ignoring what the other person wants
Make sure the other party loses
QUESTION 5: What is considered the "trick" of negotiation mentioned in the text?
Give in completely to the other person's position
Finding an exact middle ground between the two positions
Getting the other party closer to your position than you are closer to theirs
Avoid talking about the minimum points you would settle for
QUESTION 6: What type of solution usually achieves an agreement within the "Agreement Box"?
A win-lose solution
A solution where no one is satisfied
A win-win solution, where both parties feel satisfied
A postponement of the conflict to the future
QUESTION 7: What does the "Settlement Box" concept illustrate about conflicts?
That the positions are always irreconcilable
That negotiation is a waste of time
That there must always be a winner and a loser
That there is often a common point even if the positions seem irreconcilable
QUESTION 8: To negotiate effectively, what is useful to know about the other person?
Only their weaknesses to be exploited
Just your extreme stance to know what you're up against
Your personal data for use in the negotiation
What she wants and what she is willing to settle for
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