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Test your skills
Dilemma 1
You have been in a negotiation for a day and are approaching a settlement. Your opponent is called out of the room by a phone call and, when he comes back, he abruptly announces he has been called home, and can negotiate no further. He offers you a deal if you will accept X, Y and Z - take it or leave it. The terms (X, Y and Z) are not particularly tough - just a little more than you had already agreed to.
Which of these options would you choose, in answer to the ultimatum?
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1. Ask for a five-minute recess.
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2. Accept the deal.
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3. Ask if you can telephone your boss.
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4. Pretend you did not hear it.
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5. Try to make him feel unreasonable.
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6. Decline.
>> Click for the answer
Dilemma 2
When do we begin?
You are a sales manager and you have been told by your management that it is necessary to achieve an average 20 per cent price increase on all sales in order to counteract currency exchange rates which have moved sharply against you. If you cannot achieve this, or close to it, your company will have to cease trading. The current inflation rate is 3 to 4 per cent per annum and most customers, if they needed to, could buy elsewhere within 3 or 4 months.
Would you:
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1. Ring up the buyers within your major customers and ask for a price increase.
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2. Send a letter to your customers requesting a price increase.
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3. Request a meeting with the buyers without specifying the reason.
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4. Invite them to lunch and then outline the problem.
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5. Do something else.
>> Click for the answer
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