L5M15 試験問題を無料オンラインアクセス

Haggling and coercive behaviour can lead to a win-win outcome in a negotiation. Is this true?

• A.Yes - both parties achieve their objectives.
• B.No - a win-win outcome requires both parties to achieve their objectives through a value-creating approach.
• C.No - haggling and coercive behaviour can only lead to a lose-lose outcome.
• D.Yes - this is the most effective way to ensure a win-win outcome.

Holding a meeting is the best way to communicate outcomes of negotiation withKey Playerstakeholders. Is this correct?

• A.No - key players have a lot of power and won't have time for meetings.
• B.Yes - this is a good way to engage their active support.
• C.No - you should not over-communicate with key players.
• D.Yes - key players need to receive regular communication.

Khalid has finished a negotiation and needs to communicate the outcome to his stakeholders. One stakeholder hashigh importance but low interest. What approach should he take?

• A.Keep the stakeholder regularly updated with detailed information.
• B.Do not communicate the outcome with the stakeholder as they are not interested.
• C.Send key information but do not over-communicate.
• D.As a key player, Khalid should seek their approval.

Which of the following are examples ofreciprocated concessions?Select TWO

• A.Party A offers a discount for better payment terms.
• B.Party A walks away, and Party B offers a concession to continue talks.
• C.Party A offers a larger delivery, and Party B agrees to pay 50% upfront while Party A waives the delivery charge.
• D.Party A agrees a 2% discount and Party B accepts.

An inexperienced negotiator may feel that resistance to their position is a personal attack. In this situation, which of the following components of principled negotiation should they refer to?

• A.Devise options for mutual gain
• B.Separate people from problems
• C.Focus on interests, not positions
• D.Insist results are based on objective criteria