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Test Negotiation Techniques
Agenda
QUESTION 1: According to the text, what is the effect of saying the first number in a negotiation?
Sets the "anchor" around which the discussion will revolve
It automatically loses the negotiation
Demonstrates desperation
Offends the employer
2nd QUESTION: What margin above the actual target is recommended to propose to leave room for negotiation?
50% more
10-20% more
Twice as much as desired
No margin, say the exact figure
QUESTION 3: What is the effective technique when faced with a low initial offer from the company?
Accept immediately out of fear
Shout indignantly
A silent pause followed by a value-based counteroffer
Reject the offer and hang up
QUESTION 4: If the company rejects the request for an increase, what strategy should the candidate change to?
Towards aggressiveness
Towards resignation
Towards threat of resignation
Towards empathetic transparency
QUESTION 5: What combination humanizes the negotiation and motivates the boss to fight for an exception?
A legal threat and proof of work
A legitimate personal reason and evidence of impeccable performance
Crying and pleading
Comparing yourself to other colleagues
QUESTION 6: What is the risk of "over-negotiating" or pushing for every penny in the final phase?
Earning more money without consequences
Exhausting the employer's patience and generating resentment
Demonstrating superiority
Getting better computers
QUESTION 7: What is the ultimate goal of a successful negotiation agreement?
The company loses
The candidate wins everything
Both parties feel like winners ("win-win")
No one is satisfied
8th QUESTION: What should be done once a satisfactory agreement is reached so as not to damage the relationship?
Keep asking for more things
Criticize the process
Ask for a vacation immediately
Knowing how to stop and close the deal with enthusiasm
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