CEL2105 - SDL WORKSHEET 7

Total points 20/20

DUE DATE: 20/11/2023

The respondent's email (211339@student.upm.edu.my) was recorded on submission of this

form.

Full Name: *

KOH YING YEN

CEL2105 Group: *

49

Teacher's Name: *

Nurul Asyiqin Ammaleeyna Binti Samsuri

DIFFERENT PURPOSES OF NEGOTIATIONS

Q. Negotiation is _______________. * 1/1

a formal discussion to reach an agreement

a way to encourage conflict

a discussion to encourage friendship

a way to demand what you want

Q. The following are not the purpose of negotiating except: * 1/1

To resolve a conflict

To bring peace

To achieve the best deal

To win an argument

Q. A negotiation is considered successful when each party tries to *1/1

____________.

win over the other party

come to an agreement that will benefit both parties

solve the problem their own way

form a friendship with the other party

 Q. The following are the purposes of a negotiating except for *1/1
_____________.

being the best negotiator in the field

achieving the organisation's objectives

creating a long term relationship between the parties

recording what is being negotiated and the agreed requirements

Q. Which of the following is not the benefit of a business negotiation? * 1/1

Creating better business relationship.

Resolving differences of opinions.

Showing off which party is better.

Better understanding on the other parties' aims, motivations and beliefs.

TYPES OF NEGOTIATIONS
Choose the best answers for the following questions.

Q. Negotiation involves a discussion of the parties’ goals and both parties *1/1
achieving the majority of their goals.

Win-win

Win-lose

Independent advantage
Q. This occurs where an aggressive negotiator has no interest in being *1/1
fair and the other party cannot respond to these tactics.

Win-win

Win-lose

Independent advantage

Q. This type of negotiation is less concerned with a repeat business. * 1/1

Win-win

Win-lose

Independent advantage

Q. In this situation, individuals will often take on an impossible position in *1/1

negotiations, such as placing too many demands on the other party,
resulting in a bitter dispute.

Win-win

Win-lose

Independent advantage
 Q. In this situation, the other party wants what you are prepared to trade, *1/1
and that you are prepared to give what the other party wants.

Win-win

Win-lose

Independent Advantage

PREPARATION FOR NEGOTIATIONS

Watch the following video on the Stages of the Negotiation Process and answer
the questions that follows.

Preparation Stage of the Neg…

Neg…
Choose "True" or "False" for the following statements. *

True False Score

The first thing to

really focus on
the preparation
1/1
stage is the goal
of the
negotiation.

The measures of
successful
outcome
1/1
includes the how
many things do
you want.

SMART stands
for specific,
meaningful,
1/1
achievable,,
responsible and
time-framed.

BATNA means
the Best
Alternative to a 1/1
negotiated
agreement.

Having a BATNA
means you know 1/1
your bottom line.

We should not
compare what
we want with
1/1
what they want
before we
negotiate.

We should
prepare with a
1/1
low initial
position.

We should 1/1
research the
culture of the
f
company
company before
before
you start a
you start a
negotiation.
negotiation.

Planning
Planning for
for the
the
negotiation
negotiation
1/1
include
include making
making
concessions.
concessions.

Location
Location is
is one
one
of
of the factors to
the factors to
consider when
consider when 1/1
planning
planning for
for the
the
negotiation.
negotiation.

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