Negotiation Test 3 – Medium Level Welcome to your Negotiation Test 3 – Medium LevelQuestion 1: What is the “principled negotiation” method proposed by Fisher and Ury? A) Negotiating based on interests rather than positions B) Winning by persistence C) Defending your position at all costs D) Always seeking a quick compromise None Question 2: What is the main goal of establishing objective criteria during a negotiation? A) To reach agreements based on fair and neutral standards B) To delay decision-making C) To confuse the other party D) To seem more professional None Question 3: When is it appropriate to reveal your BATNA? A) At the start of every negotiation B) Only if it strengthens your position or clarifies limits C) Never, it should always be secret D) When you are about to give up None Question 4: What does the concept of "creating value" mean in negotiation? A) Demanding more money B) Hiding your real interests C) Winning at the other party’s expense D) Generating options that benefit both parties None Question 5: What is a "negotiation frame"? A) A visual aid B) A legal clause C) The context and way in which a proposal is presented D) A way to organize furniture None Question 6: What is a multi-issue negotiation? A) One with many participants B) One that includes several negotiable variables (price, time, quality...) C) A negotiation that lasts many days D) One involving lawyers None Question 7: What is the risk of making an extreme first offer? B) Alienating or intimidating the other party A) Being admired C) Getting faster results D) Winning automatically None Question 8: What is “logrolling” in negotiation? A) A physical game B) Trading off issues to reach agreement (conceding on something less important in exchange for something valuable) C) Avoiding paperwork D) Repeating arguments over and over None Question 9: What is a mediator’s role in a negotiation? A) To defend one party B) To speed up agreements C) To propose the final deal D) To facilitate communication and guide the process neutrally None Question 10: What is an integrative negotiation strategy? A) All-or-nothing B) Seeking mutual benefit and creative solutions C) Delaying the negotiation D) Dividing everything equally None Time's upDid you like it? Don’t keep it to yourself — share it like juicy gossip! 😏
