Chicken Shawarma
What is the primary goal of negotiation?
A. To win at all costs
B. To reach a mutually beneficial agreement
C. To avoid conflict
D. To prove your position is right
B. To reach a mutually beneficial agreement
Which of the following is a distributive negotiation strategy?
A. Seeking mutual gains
B. Splitting the difference
C. Expanding the pie
D. Building long-term partnerships
B. Splitting the difference
What is negotiation mainly used for?
A. Making friends
B. Reaching an agreement between two or more parties
C. Giving presentations
D. Writing reports
B. Reaching an agreement between two or more parties
What’s the benefit of asking open-ended questions during negotiation?
A. It helps end the conversation quickly
B. It encourages the other party to share more information
C. It forces the other person to agree with you
D. It limits their response to a simple yes or no
B. It encourages the other party to share more information
In a negotiation, if one party focuses only on their position instead of underlying interests, what is likely to happen?
A. Faster resolution
B. Greater collaboration
C. Missed opportunities for win-win solutions
D. Increased transparency
C. Missed opportunities for win-win solutions
What common cognitive bias might cause a negotiator to stick too closely to their initial number?
A. Confirmation bias
B. Availability heuristic
C. Anchoring bias
D. Loss aversion
C. Anchoring bias
In a negotiation with multiple issues on the table, which strategy is most likely to create a win-win outcome?
A. Focusing only on the most important issue
B. Taking turns conceding on each issue
C. Identifying which issues matter more to each side and trading accordingly
D. Splitting every issue down the middle
C. Identifying which issues matter more to each side and trading accordingly
During a tense negotiation, you notice the other party mirroring your body language and tone. What are they most likely trying to achieve?
A. Distract you
B. Establish rapport and build trust
C. Intimidate you subtly
D. Signal disagreement without speaking
B. Establish rapport and build trust
Where is the tallest waterfall in the world?
1. USA
2. Venezuela
3. Canada
4. Peru
2. Venezuela
Which of these famous movie characters is known for a quote that reflects strong negotiation skills: “I’m going to make him an offer he can’t refuse”?
A. Tony Stark – Iron Man
B. Vito Corleone – The Godfather
C. Frank Abagnale Jr. – Catch Me If You Can
D. Jordan Belfort – The Wolf of Wall Street
B. Vito Corleone – The Godfather
In which famous movie does a character negotiate his release by claiming to be “a very important man” with “a particular set of skills”?
A. The Bourne Identity
B. Taken
C. Mission: Impossible
D. John Wick
B. Taken
Which country has the most natural lakes in the world?
A. United States
B. Canada
C. Russia
D. Brazil
B. Canada
You are in a multi-party negotiation. Two parties align and propose a solution that excludes your interests. What is your best strategic response?
A. Walk away from the negotiation
B. Demand equal treatment immediately
C. Reframe the discussion around shared goals and look for new alliances
D. Accept their proposal to maintain the relationship
C. Reframe the discussion around shared goals and look for new alliances
In principled negotiation (as per Fisher & Ury), which of the following is not one of the four core principles?
A. Separate the people from the problem
B. Focus on interests, not positions
C. Invent options for mutual gain
D. Always seek compromise
D. Always seek compromise
You notice the other person is getting quiet and withdrawn during a discussion. What’s the best way to respond?
A. Keep pushing your point to get a reaction
B. Pause and ask if everything is clear or if something feels off
C. Move to a more aggressive tone to regain control
D. End the conversation and suggest reconvening later
B. Pause and ask if everything is clear or if something feels off
You’re negotiating with someone who seems focused only on getting the best deal today, with little care for future cooperation. What should you prioritize?
A. Match their style and push hard to win
B. Offer more than you’re comfortable with to keep things civil
C. Gently introduce the idea of working together again in the future
D. Ignore their behavior and focus only on today’s outcome
C. Gently introduce the idea of working together again in the future
Which of the following scenarios best demonstrates a win-win negotiation outcome?
A. One party gains significantly while the other makes all the compromises
B. Both parties settle for less than what they initially wanted
C. Both parties identify complementary needs and creatively satisfy both sides
D. One party uses power and leverage to dominate the negotiation
C. Both parties identify complementary needs and creatively satisfy both sides
Case:
You’re in the final stages of negotiating a partnership deal. Everything seems agreed upon verbally. However, just before signing, the other party brings up a "minor change" that gives them an extra benefit—one that could set a precedent for future partners and potentially impact your reputation.
What should you do next?
A. Accept the change since it's minor and the deal is nearly done
B. Push back firmly and threaten to walk away from the deal
C. Pause the negotiation and ask for internal time to evaluate the broader impact
D. Agree now, but plan to clarify expectations in a follow-up meeting
C. Pause the negotiation and ask for internal time to evaluate the broader impact
You’re negotiating with someone who becomes defensive and emotional every time a sensitive issue is raised. What’s the most effective way to keep the conversation productive?
A. Avoid the issue entirely to keep the peace
B. Press harder to push through their resistance
C. Acknowledge their feelings and ask how they’d prefer to approach the topic
D. Switch to a different negotiator on your team
C. Acknowledge their feelings and ask how they’d prefer to approach the topic
You’re close to closing a high-stakes deal, but there’s one term you’re uncomfortable with. Rejecting it may risk the whole deal. What do you do?
A. Accept the term and fix it later
B. Express your concern and propose an alternative that still protects your interest
C. Ignore it and focus on celebrating the deal
D. Let your legal team handle it without further discussion
B. Express your concern and propose an alternative that still protects your interest