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WorksheetsSBEQ3532 Negotiation
Total questions: 15
Worksheet time: 8mins
What is the main purpose of negotiation in construction projects?
To ensure one party wins completely
To allocate risks unfairly
To reach a mutually acceptable agreement among project participants
To determine which party has stronger legal rights
Which of the following best describes a distributive negotiation?
Win-win negotiation where both parties benefit
Interest-based negotiation focused on relationships
Win-lose negotiation over a fixed amount of resources
Collaborative problem-solving approach
In contrast to distributive bargaining, integrative negotiation focuses on:
Maximizing individual gain
Concealing interests
Finding creative options that satisfy both parties’ interests
Using positional tactics to claim value
What is the main limitation of positional negotiation?
It encourages collaboration
It focuses on underlying interests
It often leads to stalemates or damaged relationships
It strengthens mutual trust
The Principled Negotiation approach, as developed by Fisher and Ury in Getting to Yes, is also known as:
Rights-based negotiation
Interest-based negotiation
Power-based negotiation
Competitive negotiation
Which of the following is NOT one of the four principles of Principled Negotiation?
Separate the people from the problem
Focus on interests, not positions
Insist on using objective criteria
Compete until one side concedes
In construction negotiations, “separating the people from the problem” primarily involves:
Ignoring personal emotions entirely
Treating personal relationships as irrelevant
Addressing relationship issues independently from the substantive problem
Focusing solely on contract clauses
Which of the following best describes a party’s BATNA in negotiation?
The most desirable outcome achievable in the negotiation
The least acceptable offer
The best alternative course of action if the negotiation fails
The expected agreement from the other party
Why is identifying interests more effective than focusing on positions?
Positions are easier to defend legally
Interests reveal the underlying needs that can lead to creative solutions
Interests are less important in construction disputes
Positions simplify the negotiation process
Objective criteria in construction negotiation refer to:
Agreed standards such as contract clauses, market rates, or industry norms
The opinions of senior management
Emotions and relationships
Arbitrary preferences of parties
Which of the following is an example of interest-based issue in a construction negotiation?
“We need payment within 14 days to maintain cash flow.”
“We must follow clause 30.2 strictly.”
“We will not compromise on our claim amount.”
“You must sign this variation order immediately.”
In the Malaysian construction context, negotiation is often used to:
Replace formal adjudication or arbitration completely
Avoid project delays and maintain professional relationships
Determine contractor’s guilt in disputes
Circumvent contract obligations
A good negotiation strategy in construction should aim to:
Hide information to gain advantage
Emphasize power and threats
Foster communication, understanding, and fairness
Focus only on monetary terms
What role does emotional intelligence play in principled negotiation?
It is irrelevant to negotiation success
It helps negotiators manipulate the other party
It enables empathy, active listening, and relationship management
It encourages positional rigidity
When both parties walk away feeling the outcome is fair and sustainable, this negotiation result is best described as:
A positional win
A power-based settlement
A principled or win-win agreement
A forced compromise
