1. What is meant by ‘negotiation’?
a) informal discussion on different topics
b) formal discussion between people or groups which try to reach
an agreement
c) conversation between the top manager and his staff
2. Is there always a winner and a looser in negotiations?
a) Yes, I’m usually the looser.
b) Not necessarily – both parties can win if they are willing to compromise.
c) Yes, I’m usually the winner. I rarely give in.
3. Why do some people dislike taking part in negotiations?
a) because they are afraid of making mistakes
b) because they associate it with conflicts and bad feelings
c) because they think it’s a waste of time.
4. What is the best approach to negotiations?
a) win – lose
b) lose –lose
c) win-win
5. What is the outcome of a win-win negotiation?
a) to find a balance between each party’s objectives in order to create win-win outcome
b) to insist on your proposals in order to win
c) to get the very best deal for themselves
6. Complete the sentence “ Competitive negotiations have ………………
atmosphere.
a) friendly
b) unfriendly
c) difficult
7. What are the advantages of cooperative negotiations?
a) Conflict is minimized, the main idea is to reach a solution where everyone benefits
b) Conflict flares up, but it can be minimized by negotiators who need to use assertiveness to maintain the prime position
c) This approach tends to produce the best results though sometimes the atmosphere is unfriendly.
8. What type of negotiation is it if “ it’s less founded on mutual interests or benefits, but on gaining the best deal possible for your side only”.
a) Lose-lose
b) Win-win
c) Win-lose
9. What does L-I-M stand for?
a) Learn, imagine, memorize
b) Like Intend, Must
c) Listen, Interpret, Mention
10. What does ‘doing your homework beforehand’ mean?
a) finding out as much as you can about the company you are dealing, its needs and expectations, and about its negotiating style
b) finding out as much as you can about the management of the company you are dealing, its financial matters, and its competitors.
c) finding out who will be the decision –maker during the negotiation, the negotiating style of the company you are dealing with, and its proposals.
11. What do you think is the main principle of negotiating?
a) to give a little and get a little at the same time.
b) to win without any concessions
c) to satisfy your own needs and expectations
12. Continue the sentence: “Making concessions means
a) Taking away something from the deal to reach an agreement
b) Following the plan made beforehand
c) Developing mutual understanding of each other’s aims
13. What does SWOT stand for?
a) Support information, work, opportunities, trade-offs
b) strengths, weaknesses, objectives, troubles
c) strengths, weaknesses, opportunities, threats
14. Why is it necessary to know your own strengths and weaknesses?
a) this creates reasonable expectations
b) this helps you to know the situation in which you want and can
work
c) this can help to foresee the outcome of the negotiation
CHECK YOUR KNOWLEDGE UNIT 13, 14 ‘Negotiations’(p.95-114)
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