University of Southern Indiana

College of Nursing and Health Professions

Educating health professionals for the 21st century.




UNIVERSITY OF SOUTHERN INDIANA
SCHOOL OF NURSING AND HEALTH PROFESSIONS
Independent Study/Negotiating for Services
Post Test


Student First Name: Middle Initial: Last Name:
Date: 

Insert the letter of the correct answer into the text box below each question.
 

1. Negotiation may be best defined as the art and science of:
a. manipulating someone else to win
b. arriving at a successful solution to a situation involving more than one party
c. conceding points by both parties to achieve a solution
d. accommodating one party at the expense of another party.
2. The most effective method of negotiation is the use of:
a. compromise
b. win-win solutions
c. charismatic power
d. silence
3. In the first step of negotiation (preparation), the critical element is:
a. collect facts about the other party
b. identify assumption about the two parties involved in the negotiation
c. submit in writing the proposed options for a solution
d. find a neutral site to meet
4. Which of the following statements are correct about the use of silence in negotiation?
a. Silence should not be used in negotiations
b. Silence should be used when no other strategies are working
c. Silence may be an effective tool in negotiations when used appropriately
d. Silence may be used by only the most skilled negotiators.
5. Which statement is correct when conceding a point in negotiations?
a. A point should never be conceded as it will show weakness.
b. Conceding a point should be used when no other strategies have worked.
c. Conceding a point should be considered only after the other party has first made a major concession.
d. Conceding a minor point first may be an effective strategy in negotiation.
6. Which of the following is a critical element in negotiation?
a. A person must have the power and authority to negotiate a deal.
b. A person should have excellent verbal communication skills.
c. A person must possess an authoritarian approach to negotiation.
d. A person must have excellent financial management skills to negotiate.
7. In the closure step of negotiation, which action should always be taken?
a. Hand shake with both representative to confirm the deal.
b. Completion of a written document that outlines the agreement.
c. Phone contact with the physician who ordered the service.
d. Verbal agreement on the terms of the agreement.
8. When negotiating a service with a health care provider, the person should
a. Always request a face-to-face meeting
b. Arrange a time and length of time for a phone conversation prior to the actual first negotiation discussion.
c. Submit everything in writing to the other party prior to the meeting.
d. Arrange a time that the patient and family can meet with the two parties prior to the first negotiation discussion.
9. Debriefing after a negotiation session provides the negotiator the opportunity to:
a. Evaluate strategies that were or were not effective.
b. Identify the exact terms of the agreement.
c. Rewrite the contract is errors were made
d. Request an additional meeting when an item was not successfully resolved.
10. The expected outcome of negotiation is to:
a. Provide services at the lowest cost
b. Guarantee the level of services being provided.
c. Provide quality cost effective services.
d. Comply with the physician’s order.
 


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