Answer the following questions about the lecture...don't forget to submit them using the button at the bottom when you finish...we will grade your answers and e-mail you a digitally signed certificate of completion...
| Answer the next 11 Questions in the boxes provided |  |
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| 1. What is the role of "need" in the negotiation
process?
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Your Primary E-Mail Address:
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| 2. The proper use of questions in a
negotiation as a means of recognizing needs generally involves three decisions...what are
these three decisions?
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3. Define a "leading" question?
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| 4. How does the negotiator use
affirmative
statements?
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5. Why is learning how to listen so important
in negotiation?
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| 6. What are some of the gestures on the part of a
negotiation opponent which convey tension?
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7. What is the difference between "looking" and
"seeing"?
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| 8. What is
"low-balling". |
9. Define "apparent
withdrawal" and "reversal" as negotiating strategies. |
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| 10. Define "bracketing" as a how and
where strategy. |
11. In a true negotiation everyone must win something. True False |
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| Your Personal Information: | ||||
| First Name: | Last Name: | |||
| Professional Designation(s): | Home Phone: | |||
| Currently practicing as an accountant or auditor? : | Work Phone: | |||
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| Lecture Evaluation - Please answer the following questions. One rating per box please: | ||||
| 1. Success in Meeting Your Objectives |
2. Completeness of Lecture Material |
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| 3. Effectiveness of Presentation | 4. Timeliness of Content | |||
| 5. Did the delivery of the
lecture material go
smoothly? Yes: No: |
6. Was the level of the material about right for you? Yes: No: |
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| Action: | ||||
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