Test your negotiating skills

Many people regard themselves as great negotiators. Below are a number of questions, which will be added to each month. Let's see how good you are!

You might also like to get your colleagues, team mates or team members to do the test too! or you could use our simple Competency Assessment Tool to benchmark them against.

IF you've been through one of our courses Then you can click onto the links that will take you through to the Members Only part of the website where we'll provide you with additional tips, tools, techniques and reminders to reinforce your learning.

If you haven't been through one of our courses then we'd be happy to help you fine tune and improve your negotiating skills so that you get better deals and outcomes in your negotiations. Book now or contact us to discuss your needs.

The questions

1. When negotiating ask for twice the amount you need. True or False?

2. In a negotiation your aim is to prevent the other party from saying "No" to you. True or False?

3. A small concession from you to the other side will often relieve the pressure in negotiations and create goodwill. True or False?

4. When negotiating it is usually best to ask the other side to make the first proposal. True or False?

5. You have a complaint. Something you have bought has proved to be faulty or not what was promised. When you complain, you should ask the supplier what they are going to do about your problem. True or False?

6: All of the following would be valid reasons for taking an adjournment True or False?

• When you feel that you may have to reconsider your objectives in the light of changing circumstances
• When you discover new critical information which needs to be factored into your calculations
• When your strategy has been overtaken by events or has proved inappropriate to the circumstances
• When you are stuck in a circular argument
• When you need to consult colleagues
• When you feel either party needs time to consider: some new information, a proposal, deadlock, how to repackage a proposal, what price to put on demands etc
• When you want or need to slow the negotiation down
• When you just need break

7: Which one of the following is the most commonly made mistake negotiators make when preparing for a negotiation?

• A Not preparing
• B Failing to prioritise their objectives
• C Having an inflexible strategy
• D Planning to ask for more than they want or need
• E Not thinking about the other parties objectives

8: Which one of the following is the most common mistake made by negotiators in the Argue step?

• A Trying to win the argument
• B Not listening
• C Interrupting the other side
• D Asking closed questions
• E Answering their own questions

9: Which one of the following is the most common mistake made by negotiators in the Signal step?

• A Misinterpreting signals
• B Viewing a signal as a sign of weakness and punishing the other side for giving it
• C Interrupting the other side
• D Only picking up signals that suit them and their line of argument
• E Missing signals

10: Which one of the following is the most common mistake made by negotiators in making Proposals?

• A Being vague
• B Making unrealistic proposals
• C Getting their offers in front of their conditions
• D Not making them
• E Muddling them up with explanations part way through

11: Which one of the following is the most common mistake made by negotiators when Receiving Proposals?

• A Interrupting
• B Not listening
• C Ignoring them
• D Denying or not giving the other side what they wan
• E Asking "Do you think I'm stupid?"

12: Which one of the following is the most common mistake made by negotiators in the Package step of negotiations?

• A Being competitive
• B Under valuing our concessions
• C Over valuing our concessions
• D Giving "Elk Steaks"
• E Failing to address the other sides issues

13: Which one of the following is the most common mistake made by negotiators in the Bargain step of negotiations?
A Putting a price on demands
B Over valuing concessions
C Under valuing concessions
D Not having a wish list
E Giving not trading

14: Which one of the following is the most common mistake made by negotiators in the Close step of negotiations?
A Not recognising closing opportunities - questions about minor aspect or details about proposals
B Giving late concessions without getting anything in return
C Not asking for the deal

15: Which one of the following is the most common mistake made by negotiators in the Agree step of negotiations?
A Failing to summarise the deal
B Imposing their own summary of the deal
C "Deal creeping"or letting their lawyers do this

Did you get them all right? If not, then the odds are you're not getting the best deals and outcomes in your negotiations. Scotwork can ensure you know the correct answers to these and any other questions a good negotiator should be able to answer. More importantly you'll be able to manage the negotiating process and utilise the skills appropriately to ensure you get the best deals available for yourself, those you represent and indeed all concerned. All you need to do is attend one of our training courses.