Do you need an in-depth knowledge of how negotiation really works?

AMA wants you to get the most out of your seminar experience.

Please take a few minutes to answer our pre-qualifying questions for Advanced Negotiation Strategies seminar #2589.

This is an advanced seminar and the answers you choose will help us assess the best learning path for you.

1. When negotiating internally:

• a. Confrontation with coworkers is easy
• b. No one is competing with another
• c. There are explicit power relationships
• d. You can’t predict how you will be told “no”

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2. A question beginning with “Why”:

• a. Elicits information about feelings
• b. Makes a person feel important
• c. Makes a person feel defensive
• d. Shows the answer is very important

3. When a negotiator asks two or three questions in a row, before receiving a response, it means the negotiator:

• a. Has a lot of questions.
• b. Has not thought out the question.
• c. Is very interested in the response.
• d. Needs the information quickly

4. In team planning, if some of the negotiators cannot participate in the planning, what should you do?

• a. Ask one team member to take notes to share with non-attendees
• b. Have them participate in the negotiation, but only as observers.
• c. Record the negotiation planning and let them watch it
• d. Not allow them to participate in the negotiation

5. Distributive negotiation employs all of the following EXCEPT:

• a. Clever tactics
• b. Guarded communication
• c. Legal penalties
• d. Joint problem solving

6. When negotiating, concessions should be made:

• a. Easily and quickly
• b. When it is considered small
• c. When there is a good reason
• d. When it is not important to you

7. The problem with sequence negotiations is:

• a. It becomes another negotiation
• b. Not everyone agrees on the sequence
• c. Not all negotiations have a logical order
• d. People get confused on the proper order

8. A settlement range is:

• a. The deal breaker issue
• b. What you can live with
• c. Your “bottom line”
• d. Your rationale for negotiating

9. “Authority limits,” “last and final offers,” and “nibbles” are examples of:

• a. Goals
• b. Objectives
• c. Strategies
• d. Tactics

10. Collaborative negotiation employs all of the following EXCEPT:

• a. Guarded communication
• b. Discussion and questioning
• c. Expanding the subject of the negotiation
• d. Joint problem solving

Thank you for completing AMA’s pre-qualification exam.