NegotiationStyle

NegotiationStyle
Quiz for Negotiation Style
Question 1
You want to sell your yacht and you know that you would be very fortunate to get as much as ￡225 000 for it. While you are considering placing the advertisement, a keen yachtsman approaches you and offers ￡250 000 in cash immediately for your boat. Do you:
A. Accept his offer without further ado?
B. Tell him to wait until the boat is advertised?
C. Haggle?
Question 2
You are in the market for a yacht and have taken a fancy to the ‘Isabella’ which is advertised at ￡225 000. The most you can raise is ￡212 000 from selling your own boat and borrowing from the bank. You meet the owner in the boathouse and casually tell him of your (strong) interest. You mention that you could only raise ￡212 000. He agrees to sell you the ‘Isabella’ for that sum. Is this:
A. An offer you cannot refuse?
B. A lousy situation?
C. An occasion to celebrate your bargain?
Question 3
A young talented actor wants to get into the ‘big time’ and she meets a television producer who is desirous of securing her services for an important part in a detective film. He tells her that she cannot get top rates until she is ‘known’ but if sh e does this one ‘cheap’ and gets famous, she will see ‘train loads of money’ coming her way for her future work. Should
she:
A. Tell the producer to ‘offski’?
B. Agree, as she has to start somewhere?
C. Demand top rates if she is to do a top job?
Question 4
A customer, who buys simple forged metal components from you, tells you that they have decided to make them in-house when the current order is delivered. Do you:
A. Offer to discuss your prices?
B. Warn him that in-house manufacturing of these components would be more expensive when tooling, casting dies and quality controls are considered?
C. Suggest that you discuss the problem with him?
D. S ay ‘Fine’, wish them the best and to come back if they experience problems? Question 5
The aluminium company's marketing manager is back on the phone, saying that your most recent purchase order cannot be fulfilled because it looks as if there will be a strike at the plant and all the stocks of aluminium ingots are being diverted for the manufacture and delivery of products for long term priority customers. Over your protests she tells you that first priority customers pay a premium price per ton over what you pay, despite the recent price increase you agreed with her. Do you:
A. Ask what size of premium the priority customers are paying and offer to match it?
B. Ask what size of premium the priority customers are paying and offer to beat it?
C. Urgently take your business elsewhere?
Question 6
You have been buying a component for your room divider
systems, which you manufacture and install to order, from a large aluminium extruder for a number of years. Their new marketing manager rang you this morning with the news that they have decided to cease extruding your line because they cannot make a profit at current prices. Do you:
A. Suggest that you re-negotiate the current contract price?
B. Ask for details of their costings and profit requirements?
C. Check for availability of capacity and prices from other extruders?
D. Tell them that you are well aware of the negotiating ploy she is up to?
Question 7
You have been working only three weeks in a new job as a shipping agent in Baltimore, USA, and had planned to get married on Friday 18 August (which you did not disclose at the job interview). Your ‘intended’ spouse expect s a proper honeymoon vacation of at least a week in Bermuda. It's now 16 August and you ask your boss for leave for the wedding day and for the vacation. She is visibly not happy with your request and asks stiffly how long you were ‘thinking of being absent’. Do you reply:
A. The wedding day only?
B. Two weeks?
C. Three days?
Question 8
You are a package tour operator negotiating with a Spanish hotel chain on the terms for next season's holiday bookings. The price they are asking per person per week in their hotels is ￡45 higher than your current offer. They offer to ‘split the difference’ 50–50. Do you:
A. Suggest, say, 55–45 in your favour?
B. Say you can't afford to split the difference?
C. Agree to their offer?
D. Agree, if it is 75–25 in your favour?
Question 9
Do you see negotiating as being about:
A. A fair and equal transaction?
B. Compromising?
C. Making a joint decision in which you get some of what you want and they get some of what they want?
Question 10
You are engaged in extremely difficult negotiations with a Lebanese government department. After much haggling over finance for a rural road project, they make a small unilateral concession on their demand for irrevocable letters of credit. Do you:
A. Note the concession but otherwise ignore it?
B. Reciprocate with a concession of your own?。