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Negotiation Strategy Test

Our Negotiation Strategy test measures your knowledge of win-win negotiating. The exam and principles are based on the book "Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury and Bruce Patton, second edition. Designed for all types of negotiators, this test includes the following topics: Best Alternative to a Negotiated Agreement (BATNA), Communications, Dealing With People, Durable Agreements, Interests vs Positions, Inventing Options For Mutual Gain, Positional Bargaining vs. Principled Negotiation, Strategy and Tactics, and Use of Objective Criteria.

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Scope of the Online Negotiation Strategy Test

	Best Alternative to a Negotiated Agreement (BATNA) Common Mistakes Identifying the Other Side's BATNA Identifying Your BATNA Selecting and Improving Your BATNA Ways to Deal with the Other Side's BATNA Building Relationships Common Mistakes Countermeasures if the Relationship Goes Wrong Identifying Assumptions Starting the Negotiation Substantive vs. Relationship Issues Communications Active Listening Tactics for "Reframing" Opponents Communication Testing Assumptions Dealing With People Adjusting Negotiation Style for Culture Adjusting Negotiation Style for Gender Countermeasures if the Person Is the Problem Separating the People from the Problem Durable Agreements Common Mistakes Identify Issues to Be Included in Agreement Process Commitments Tactics for Getting Commitment Tactics for Making a Final Offer Tactics in the Drafting the Agreement Interests vs. Positions Clarifying Interests Common Mistakes Identifying Relevant Parties Probing for Underlying Interests Inventing Options for Mutual Gain Common Mistakes Creating Options to Meet Interests Ways to Maximize Joint Gain Positional Bargaining vs. Principled Negotiation Advantages of Principled Negotiation Distinguishing Interests from Positions First Offer/Starting Figure Issues Reasons for Positional Bargaining Steps/Sequence in Win-Win Negotiations Strategy and Tactics Common Mistakes Countermeasures for Deliberate Deception Countermeasures for Positional Pressure Countermeasures for Psychological Warfare Tactics to Enhance Your Negotiating Power Use of Objective Criteria Advantages of Standards Common Mistakes Use of External Standards Use of Process Fairness to Persuade

Duration

40 minutes.

Assessment Method of Questions

Multiple choice questions

Each question has between 2 and 8 options out of which 1 or more may be correct.

More links

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Related Professions

Sales Professional, Human Resources Manager

Keywords

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