DEVELOPING AND PRACTICING NEGOTIATION SKILLS

FOR COOKERY STUDENTS

1. Lesson 3 Developing and Practicing Negotiations Skills

2. 1. It is a give and take decision – making process involving interdependent parties with different preferences for a purpose of reaching a joint agreement about differing needs and ideas. a. Association b. Debate c. Judgment d. Negotiation

3. 2. Why do we negotiate? a. To reach an agreement b. To buy and sell products c. To solve problem d. All of the above

4. 3. It is a negotiation process which includes the implementation of a course of actions to carry through the decision. Action Items b. Agreement c. Discussion d. Preparation

5. 4. Mr. Villarica negotiated with the Di – Maguiba family to be the supplier of mango jam for the well – known Tinapay Corner. They will be paid for the production and at the same time, Belinda Di – Maguiba , the young, smart and talented granddaughter was hired as the Production Head of the said business. What type of negotiation is shown in the situation? a. Intuitive b. Distributive c. Integrative d. None of the above

6. 5. Which of the following is NOT a characteristic of distributive negotiation? a. View other party as enemy b. Everyone wants to claim their share in the pie c. It is a win – win negotiation d. Both a and b

7. 6. It is the first step in the negotiation process when a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Agreement Clear goals Discussion Preparation

8. 6. It is the first step in the negotiation process when a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Agreement Clear goals Discussion Preparation

9. 7. It is a type of negotiation which is also called as “we first” negotiation. a. Distributive b. Integrative c. Sensitive d. Win – Lose

10. 8. In the negotiation matrix, compete means I win, you lose while collaborate means a. I win, You Win b. I lose, you lose c. I win some, you lose some d. You win, I lose

11. 9. It represents the best result that a negotiator can get somewhere else if an agreement cannot be reached with others. BATNA ZOPA SWOT ZONE

12. 10. This negotiation tactic occurs where a party claims to be submitting their final offer and other side must take the offer or the negotiation is over. Early Anchoring Feinting Walkaway Ultimatum

13. 11. What are the thing/s you should remember when negotiating? a. Know yourself and who you represent b. Set realistic expectations c. both a and b d. Don’t ever walkaway

14. 12. An Integrative type of negotiation tactic used when two or more issues are in dispute, the negotiators may be able to do a series of trade-offs. Expanding the pie Log rolling Open Information Ultimatum

15. 13. All are features of negotiation EXCEPT a. Minimum of two parties b. Expecting an outcome c. Parties are not willing to modify their positions d. All of the choices

16. 14. Your brother brought you a new cell phone and WIFI router to be used for your online schooling and you agreed that in return you are going to help him do bread, cakes and pastries for his bakery every weekends. This style of negotiation is a. Compromise b. Competitive c. Collaborative d. Accommodative

17. 15. What statement is true about your Best Alternative to Negotiated Agreement (BATNA) when negotiating? a. It tells you when to accept or reject an agreement. b. When proposal is better than your BATNA, reject it. c. When proposal is worse than your BATNA, accept it. d. All of the choices

18. HOW TO DEVELOP AND PRACTICE NEGOTIATION SKILLS? The word “negotiation” originated from the Latin expression “ negotiatus ”, which means “to carry on business”. It is a give and take decision – making process involving interdependent parties with different preferences for a purpose of reaching a joint agreement about differing needs and ideas.

19. HOW TO DEVELOP AND PRACTICE NEGOTIATION SKILLS? A negotiator may be a buyer or seller , a customer or supplier , a boss or employee , a business partner , a diplomat or a civil servant . On a more personal level negotiation takes place between spouse’s friends , parents and children .