Negotiation Quiz

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1. The key to the Exchange persuasion principle is:

You should offer more than what you are asking forYou should offer less than what you are asking forYou must receive something before you give somethingYou must give something first to help receive something

2. Which power factor is the most important factor in every negotiation?

Market powerBATNASound LogicPlanning

3. What negotiation style is the most effective style?

CooperativeCollaborativeAccommodating and AssertiveCompetitive and Collaborative

4. Which of the following statements about trust is false?

Trust is critical to relationship success.Trust takes time to build.Trust is all about character.Trust leads to better results.

5. Which of the following is most important to a potential real estate client?

How well you understand their situationYears of real estate experienceIf you are willing to discount your feeWhich brokerage are you with

6. Buyers buy based on ________ and justify based on _______.

Impulse, EmotionsLogic, EmotionsEmotions, LogicExcitement, Financials

7. To make the Contrast principle truly effective you should:

Use a comparison that makes sense to you.Magnify the contrast but be realistic.Only use it once in a negotiation.Use multiple examples to drive home your point.

8. Which phases of the real estate transaction life cycle use negotiation and persuasion skills?

Lead generation and client acquisitionOffers and counteroffersPurchase contract executionAll the above

9. Studies show the most important success factor is:

Setting aggressive goalsUsing a proven processHaving an exit strategyFailing forward

10. Based on research what percentage of the entire negotiation do skilled negotiators spend gathering information?

18%27%39%62%

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