Free L5M15 – Advanced Negotiation Practice Test Question

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• ○ Preparation and planning stage
• ○ Bargaining and trading stage
• ○ Agreement and closure stage
• ○ Implementation and review stage

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• ○ Guarantees agreement every time
• ○ Defines objectives and limits
• ○ Removes need for listening
• ○ Replaces bargaining skills entirely

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• ○ Basic agreement terms negotiated already
• ○ Buyer annual target negotiation amount
• ○ Best alternative outside agreement
• ○ Balanced approach to negotiation always

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• ○ Weakens commitment to agreement
• ○ Makes concessions more likely
• ○ Removes need for preparation
• ○ Strengthens your negotiating position

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• ○ Limit beyond which unacceptable
• ○ Opening offer made first
• ○ Target outcome hoped for
• ○ First concession offered early

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• ○ Only opening price figure
• ○ Objectives priorities and limits
• ○ Concessions given away freely
• ○ Deadline threats to use

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• ○ Researching other party position
• ○ Setting objectives and limits
• ○ Deciding concessions during talks
• ○ Reacting without any plan

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• ○ Publicly rejecting all alternatives
• ○ Developing credible alternative suppliers
• ○ Committing publicly to deal
• ○ Improving own outside options

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• ○ Nothing in return given
• ○ Politeness and general goodwill
• ○ Movement on other variables
• ○ Commitments of real value

Answer is in the explanation below.

Answer is in the explanation below.

Answer is in the explanation below.