Negotiation Skills Quiz

What is negotiation?

• C. A method of enforcing rules

• B. A process of avoiding communication

• D. A way to create more conflicts

• A. A means of resolving conflicts and misunderstandings

Answer explanation

Negotiation is a means of resolving conflicts and misunderstandings, making option A the correct choice.

What are the universal concerns of negotiators?

• A. Outcome of negotiation; Relationship needs

• D. Personal interests; Time management

• B. Outcome of negotiation; Personal interests

• C. Relationship needs; Personal goals

Answer explanation

Negotiators universally concern themselves with the outcome of the negotiation and their relationship needs, making option A the correct choice.

What is BATNA in negotiation?

• D. Bargaining Agreement for Total Negotiation

• B. Basic Agreement for Total Negotiation Approach

• A. Best Alternative to a Negotiated Agreement

• C. Better Approach to Negotiation Agreements

Answer explanation

BATNA stands for Best Alternative to a Negotiated Agreement, which refers to the course of action that will be taken if a negotiation does not result in an agreement.

What is the purpose of the stacking negotiation strategy?

• C. To push stubborn buyers into action

• D. To present a take-it-or-leave-it offer

• B. To create illusions without lies

• A. To attach one idea to another for credibility

Answer explanation

The purpose of the stacking negotiation strategy is to attach one idea to another for credibility, making the overall proposal more convincing and appealing to the other party.

When should negotiators consider using the face-to-face channel?

• B. For quick decision-making

• A. For emotionally charged situations

• D. For long-distance negotiations

• C. For asynchronous communication

Answer explanation

Negotiators should consider using the face-to-face channel for emotionally charged situations to better understand non-verbal cues and build rapport.

What is the purpose of the fait accompli negotiation strategy?

• A. To create an expectation of acceptance

• B. To present a take-it-or-leave-it offer

• C. To use a third-party as a screen

• D. To introduce a surprise element

Answer explanation

The purpose of the fait accompli negotiation strategy is to create an expectation of acceptance, making it difficult for the other party to reject the offer.

What is the main focus of message content in negotiation?

• C. Presenting wrong data to deceive

• D. Using nonverbal messages only

• A. Conveying information about true motives and preferences

• B. Withholding all information

Answer explanation

The main focus of message content in negotiation is conveying information about true motives and preferences, not presenting wrong data or withholding information.

What is the purpose of the screen negotiation strategy?

• A. To use a third-party as a barrier between parties

• B. To create illusions without lies

• C. To push stubborn buyers into action

• D. To present a take-it-or-leave-it offer

Answer explanation

The purpose of the screen negotiation strategy is to use a third-party as a barrier between parties, ensuring a more objective and fair negotiation process.

What is the main purpose of the surprise negotiation strategy?

• C. To attach one idea to another for credibility

• B. To create illusions without lies

• A. To introduce unexpected goals or concessions

• D. To push stubborn buyers into action

Answer explanation

The main purpose of the surprise negotiation strategy is to introduce unexpected goals or concessions.

What is the purpose of the take-it-or-leave-it negotiation strategy?

• A. To represent the maximum adjustments a person is willing to make

• D. To push stubborn buyers into action

• B. To use a third-party as a screen

• C. To create illusions without lies

Answer explanation

The purpose of the take-it-or-leave-it negotiation strategy is to represent the maximum adjustments a person is willing to make.