Negotiation Skills Quiz

In a negotiation, what is a concession?

• 1. A firm stance taken by one party

• 2. An agreement to an initial demand

• 2. A compromise made by one party

• 2. The final agreement reached

A win-lose negotiation outcome is ideal for long-term relationships.

• True

• False

The term 'ZOPA' stands for Zero Opportunity for Personal Advancement.

• True

• False

Negotiations are only successful if one party gets everything they want.

• True

• False

BATNA stands for Best Alternative to a Negotiated Agreement.

• True

• False

Silence can be an effective negotiation tactic.

• True

• False

The reservation price is the maximum amount a buyer is willing to pay.

• True

• False

A good negotiation should always be confrontational.

• True

• False

Integrative negotiation focuses on creating value for both parties.

• True

• False

In a distributive negotiation, resources are seen as fixed and limited.

• True

• False