11/22/22, 12:05 AM CEL2105 - SCL WORKSHEET 13

CEL2105 - SCL WORKSHEET 13

Total points 27/30

DUE DATE: 15/1/2023

The respondent's email (200391@student.upm.edu.my) was recorded on submission of this

form.

0 of 0 points

Full Name: *

Yasmin Humairah Binti Mohamad Fauzi

CEL2105 Group: *

11

Teacher's Name: *

Miss Ranmeet

NEGOTIATION 27 of 30 points

Choose true or false for the following statements.

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1. Negotiation is a process between two or more parties seeking to *1/1

discover a common ground, reach an agreement, resolve a conflict or
exchange value.

True

False

2. All negotiations will end with both parties getting what they want. * 0/1

True

False

Correct answer

False

3. The style of negotiation does not have any implications to the result of *1/1
the negotiation.

True

False

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4. Justifying your initial demand would suggest to the other party that you *0/1
are uncertain about your chances of getting what you want right from the
start.

True

False

Correct answer

True

5. Before participating in a negotiation, it is important to determine the *1/1

aims and objectives that you want to achieve.

True

False

6. The opening statement should not stress mutual benefits or imply *0/1
flexibility.

True

False

Correct answer

False

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7. Using word and expressions such as “about” and “I think” may indicate *1/1
uncertainty and give the chance to another party to gain leverage in the
bargaining stage.

True

False

8. After setting up the agenda, the next phase is to introduce your *1/1
proposal.

True

False

9. Sometimes people need to bargain or make concessions after the *1/1

conditions have been presented.

True

False

10. It is important to keep your mind open and see things from different *1/1
perspectives in negotiations.

True

F l
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11/22/22, 12:05 AM CEL2105 - SCL WORKSHEET 13
False

Match the words below to the correct definitions.

1. A plan for the meeting or negotiation. * 1/1

Agenda

2. A position that both sides accept. * 1/1

Compromise

Correct answers

Compromise

compromise

COMPROMISE

3. Something that gives you power in a negotiation. * 1/1

Leverage

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4. The most important needs or demands. * 1/1

Priorities

Correct answers

Priorities

priorities

PRIORITIES

5. A legal document that gives details of an agreement. * 1/1

Contract

Correct answers

Contract

contract

CONTRACT

6. Information used to help make your point in a negotiation or meeting. * 1/1

Evidence

Correct answers

Evidence

evidence

EVIDENCE

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7. A meeting between at least two parties that aims to reach an *1/1

agreement.

Negotiation

8. A point in a discussion which takes you nowhere because people *1/1

cannot reach an agreement.

Deadlock

Correct answers

Deadlock

deadlock

DEADLOCK

9. To negotiate or discuss the conditions of an agreement. * 1/1

Bargain

10. A choice that could be better than the present situation. * 1/1

Alternative

Answer the following questions.

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1. Which of the following expressions are appropriate to use when *2/2

making small talk? Check (/) all answers that are true.

Welcome. Shall we get down to business immediately?

Thank you for meeting me on such short notice. Shall we get started?

Good morning. How have things been for you?

Welcome Mr. Johan. Did you have a good journey?

2. Which of the following expressions are appropriate to use when asking *2/2
for proposals? Check (/) all answers that are true.

How do you feel about...?

One of the key reasons for this is...

What are your views on...?

We think the best way is to...

3. Which of the following expressions are appropriate to use when *2/2

agreeing with the other party's proposals? Check (/) all answers that are
true.

Let me make sure I got your point.

That sounds great to us.

I just want to make sure I got this part straight.

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I think your proposal is acceptable.

4. Which of the following expressions are appropriate to use when *2/2

rejecting an offer? Check (/) all answers that are true.

That is not really a viable option for us.

Unfortunately, our position is different from yours.

Have I left anything out?

I am not sure I fully understand your point.

5. Which of the following expressions are appropriate to use when *2/2

concluding a negotiation? Check (/) all answers that are true.

That is my last word.

Shall we sum up the main points of our discussion?

I am afraid that does not work for me.

Let us confirm the details, then.

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