Negotiation-Style

QuizforNegotiationStyleQuestion1Youwanttosellyouryachtandyouknowthatyouwouldbeveryfortunatetogetasmuchas£225000forit.Whileyouareconsideringplacingtheadvertisement,akeenyachtsmanapproachesyouandoffers£250000incashimmediatelyforyourboat.Doyou:A.Accepthisofferwithoutfurtherado?B.Tellhimtowaituntiltheboatisadvertised?C.Haggle?Question2Youareinthemarketforayachtandhavetakenafancytothe‘Isabella’whichisadvertisedat£225000.Themostyoucanraiseis£212000fromsellingyourownboatandborrowingfromthebank.Youmeettheownerintheboathouseandcasuallytellhimofyour(strong)interest.Youmentionthatyoucouldonlyraise£212000.Heagreestosellyouthe‘Isabella’forthatsum.Isthis:A.Anofferyoucannotrefuse?B.Alousysituation?C.Anoccasiontocelebrateyourbargain?Question3Ayoungtalentedactorwantstogetintothe‘bigtime’andshemeetsatelevisionproducerwhoisdesirousofsecuringherservicesforanimportantpartinadetectivefilm.Hetellsherthatshecannotgettopratesuntilsheis‘known’butifshedoesthisone‘cheap’andgetsfamous,shewillsee‘trainloadsofmoney’comingherwayforherfuturework.Shouldshe:A.Telltheproducerto‘offski’?B.Agree,asshehastostartsomewhere?C.Demandtopratesifsheistodoatopjob?Question4Acustomer,whobuyssimpleforgedmetalcomponentsfromyou,tellsyouthattheyhavedecidedtomakethemin-housewhenthecurrentorderisdelivered.Doyou:A.Offertodiscussyourprices?B.Warnhimthatin-housemanufacturingofthesecomponentswouldbemoreexpensivewhentooling,castingdiesandqualitycontrolsareconsidered?C.Suggestthatyoudiscusstheproblemwithhim?D.Say‘Fine’,wishthemthebestandtocomebackiftheyexperienceproblems?Question5Thealuminiumcompany'smarketingmanagerisbackonthephone,sayingthatyourmostrecentpurchaseordercannotbefulfilledbecauseitlooksasiftherewillbeastrikeattheplantandallthestocksofaluminiumingotsarebeingdivertedforthemanufactureanddeliveryofproductsforlongtermprioritycustomers.Overyourprotestsshetellsyouthatfirstprioritycustomerspayapremiumpricepertonoverwhatyoupay,despitetherecentpriceincreaseyouagreedwithher.Doyou:A.Askwhatsizeofpremiumtheprioritycustomersarepayingandoffertomatchit?B.Askwhatsizeofpremiumtheprioritycustomersarepayingandoffertobeatit?C.Urgentlytakeyourbusinesselsewhere?Question6Youhavebeenbuyingacomponentforyourroomdividersystems,whichyoumanufactureandinstalltoorder,fromalargealuminiumextruderforanumberofyears.Theirnewmarketingmanagerrangyouthismorningwiththenewsthattheyhavedecidedtoceaseextrudingyourlinebecausetheycannotmakeaprofitatcurrentprices.Doyou:A.Suggestthatyoure-negotiatethecurrentcontractprice?B.Askfordetailsoftheircostingsandprofitrequirements?C.Checkforavailabilityofcapacityandpricesfromotherextruders?D.Tellthemthatyouarewellawareofthenegotiatingploysheisupto?Question7YouhavebeenworkingonlythreeweeksinanewjobasashippingagentinBaltimore,USA,andhadplannedtogetmarriedonFriday18August(whichyoudidnotdiscloseatthejobinterview).Your‘intended’spouseexpectsaproperhoneymoonvacationofatleastaweekinBermuda.It'snow16Augustandyouaskyourbossforleavefortheweddingdayandforthevacation.Sheisvisiblynothappywithyourrequestandasksstifflyhowlongyouwere‘thinkingofbeingabsent’.Doyoureply:A.Theweddingdayonly?B.Twoweeks?C.Threedays?Question8YouareapackagetouroperatornegotiatingwithaSpanishhotelchainonthetermsfornextseason'sholidaybookings.Thepricetheyareaskingperpersonperweekintheirhotelsis£45higherthanyourcurrentoffer.Theyofferto‘splitthedifference’50–50.Doyou:A.Suggest,say,55–45inyourfavour?B.Sayyoucan'taffordtosplitthedifference?C.Agreetotheiroffer?D.Agree,ifitis75–25inyourfavour?Question9Doyouseenegotiatingasbeingabout:A.Afairandequaltransaction?B.Compromising?C.Makingajointdecisioninwhichyougetsomeofwhatyouwantandtheygetsomeofwhattheywant?Question10YouareengagedinextremelydifficultnegotiationswithaLebanesegovernmentdepartment.Aftermuchhagglingoverfinanceforaruralroadproject,theymakeasmallunilateralconcessionontheirdemandforirrevocablelettersofcredit.Doyou:A.Notetheconcessionbutotherwiseignoreit?B.Reciprocatewithaconcessionofyourown?