NEGOTIATION
The SuperQuiz!
How much do you remember from this course?
This SuperQuiz contains 11 questions from all the quizzes of this course.
You need to answer at least 80% of the questions correctly to pass the quiz.
Good luck!
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Question 1 of 11
1. Question
What is the purpose of negotiation?
Sort elements
- make others back down
- Build relationships and HEED the NEED
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For other people, the purpose of negotiation is to…
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At NCAB Group, the purpose of negotiation is to…
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Question 2 of 11
2. Question
What kind of ZOPA do we want?
Sort elements
- A dancefloor, where we can have a productive dialogue with the customer about creating more value for them
- A price corridor, where we either win or lose
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Yes! -
No!
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Question 3 of 11
3. Question
What should be your focus in negotiations?
Select TWO correct answers.
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Question 4 of 11
4. Question
What is the VERY IMPORTANT RULE?
Sort the words in the correct order!
Sort elements
- Never
- give anything
- away without
- asking for something
- in return
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2
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5
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Question 5 of 11
5. Question
How can you prepare for a meeting?
Match the values!
Sort elements
- …so I can prepare alternatives that could be attractive for the participants
- …with the price discussion at the end
- …to give myself time to expand the ZOPA
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Find out who will be there and what their expectations are…
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Send an agenda…
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Push the price discussion to the end..
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Question 6 of 11
6. Question
What does a BATNA do?
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Question 7 of 11
7. Question
What does Susanne say is the most important part in communication?
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Question 8 of 11
8. Question
What should we think about, when in comes to body language in a negotiation?
Sort elements
- Stay engaged and forward. Don't show your discomfort.
- Watch them to learn how attractive your proposals really are to them.
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In yourself
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In the customer
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Question 9 of 11
9. Question
What should you always have
in the back of your mind in a negotiation?CorrectIncorrect -
Question 10 of 11
10. Question
What does the sales coach Mike Bosworth say salespeople are like?
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Question 11 of 11
11. Question
Match the values!
Sort elements
- I know what I want, I know what the customer wants, I have my ZOPA, my BATNA, and my briefcase full of alternatives. And I had lunch.
- "Would you mind if we wait with the price discussion until after we talked through the details?"
- "So, how come you think NCAB is overrated?"
- "I'm sorry for you, but I still need $0.35"
- "Too bad, I looked forward to working with you on this. What other projects are you involved in?"
- "If I work out a way to do that, will you give me the order?"
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Preparation is everything
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Stay out of the price corridor as long as you can
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Show your interest
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Be soft on the person and hard on the problem
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Remember your BATNA
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Never give anything away without asking something in return
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