🧩 PM Test: Leadership, Conflict and Decision-Making

Welcome to your Negotiation Test 4 – Medium-High Level

Question 1: What is a negotiation deadlock?

A) A pre-agreement

B) A situation where neither party is willing to make further concessions

C) A type of written contrac

D) A last-minute offer

Question 2: What is shadow negotiation?

A) Negotiating in the dark

B) A negotiation held outside the office

C) The final phase of negotiation

D) The unspoken, psychological, and relational negotiation that happens in parallel to the formal one

Question 3: What is a negotiation "anchor"?

A) A team member

B) A legal term

C) An initial offer that sets the reference point for discussio

D) A set of closing terms

Question 4: What is the benefit of a negotiation agenda

A) It bores the other party

B) It reduces information

C) It structures the conversation and clarifies the negotiation stages

D) It helps shorten the process

Question 5: What is a “walk-away point”?

A) When someone gets angry and leaves

B) The limit beyond which an agreement is no longer acceptable

C) A pause in the meeting

D) A side discussion

Question 6: What is “interest-based bargaining”?

A) Negotiating based on underlying needs, not fixed positions

B) Bargaining only for money

C) Using financial incentives

D) Bargaining with legal constraints

Question 7: What can be a disadvantage of excessive assertiveness in negotiation?

A) Generating resistance or rejection from the other party

B) Faster decision-making

C) Increasing clarity

D) Encouraging agreement

Question 8: What is the role of silence in negotiation strategy?

A) It delays everything

B) It allows space for reflection and can pressure the other party to speak or improve their offer

C) It’s a mistake

D) It’s only useful at the end

Question 9: What is a negotiation concession strategy?

A) Giving everything at once

B) Accepting the first offer

C) Hiding information

D) Planning in advance what to give up, when, and in what order

Question 10: What is a fallback position?

A) A less preferred but acceptable alternative in case the ideal option is rejected

B) A chair near the exit

C) The BATNA

D) A legal condition