Quiz to “Shaping agreements” (Module 1)

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Question 1 of 9

1. Question
Which of the below is important to influence the outcome of a negotiation?
- Creating value (increase the total value the parties can share).
- Claim value (you increase your share of the total value).
- Minimize risks associated with agreements.
- All three of the above.
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Question 2 of 9

2. Question
Is it correct that in a negotiation, only monetary aspects matter?
- Yes
- No
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Question 3 of 9

3. Question
Which of the below are strategies for value creation? (more than one answer may be correct)
- Analyse and understand differences in interests, resources, capabilities, valuations, expectations, risk and time preferences.
- Identify trades that create value for at least one party and compensate the party that invests for value creation.
- Don’t give up on your demands too quickly or too easily, but signal room for agreement.
- Use objective criteria and standards and be creative on mark-ups/mark-downs.
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Question 4 of 9

4. Question
“Look behind positions, identify their goals & motivations, and identify compatible & shared interests.” This is a strategy for
- Creating value
- Claiming value
- Minimizing risks
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Question 5 of 9

5. Question
What is the first step after having fully understood one’s own valuation?
- Coming up with different types of demands (deal breakers, material issues, optimizers, tactical issues)
- I should tell the other side what my value is so that they fully know my demands. No messing around at this stage!
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Question 6 of 9

6. Question
What is the biggest mistake in claiming value you can make as a negotiator?
- Giving up my demands too quickly.
- Starting with a very high demand.
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Question 7 of 9

7. Question
Why is employing objective criteria/demands a good strategy?
- Objective criteria is something parties cannot influence. (e.g. market value) It helps not only justifying my own demands, but also allows me to check whether a counteroffer is fair.
- When there is an objective criteria, there is no room for negotiation and the entire process is done very quickly. This helps save a lot of costs.
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Question 8 of 9

8. Question
What is reciprocity in negotiation?
- For each concession, ask for something in return and (“if you…, then we…”).
- It is a strategy to copy the other side's negotiation tactics. If they make a very low offer, I reciprocate by asking for a very high price.
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Question 9 of 9

9. Question
How can concessions be used strategically? (more than one answer may be correct)
- I can use them to shape perceptions with respect to time.
- I can use them to shape perceptions with respect to sequence.
- I can use them to shape perceptions with respect to size.
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Quiz to “Shaping agreements” (Module 1)

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