Test – Module IV – „Negotiations”
The test consists of 15 single-choice closed questions and 3 True/False questions. For each
correct answer, the course participant receives 1 point. You can get a maximum of 18 points.
The test is passed by the participant who receives at least 80% of the correct answers.
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Situations in which an advantage is obtained exclusively by one party only can be
called quasi-negotiation, manipulation or persuasion aimed at extortion.
Negotiations that last for months or even years and in which the negotiation strategy
plays a key issue are negotiations:
Negotiations in which the parties negotiate as private individuals are called:
The most important principle of effective negotiation is that you should separate
people from the problem. According to this principle, negotiations should be guided
by the problem, and emotions towards the participants should be eliminated.
The feature of a good negotiator is not:
There are three styles of negotiating. These are:
Putting pressure, issuing ultimatums, using threats, striving for victory at all costs is
typical for the following negotiation style :
If, at the end of the negotiations, only one party is satisfied with the agreement reached
and the others are dissatisfied, we call them the following type of negotiations:
What is the most optimal style of solving conflicts in a group?
BATNA is the abbreviation that means:
Currently, the most recommended strategy is to start cooperation that involves both
sides of the negotiations. Cooperation is focused on:
You are preparing to talk to your supervisor about changing the terms of your
contract, including increasing your salary. What kind of negotiation will it be?
We do not negotiate if: we do not trust that person, we have doubts about their
intentions, we know that a given entrepreneur acts unethically and contrary to
accepted social norms, and is breaking the law.
The most successful negotiations are:
At which stage of the negotiations it is verified that all arrangements are understood in the same way by each party and any discrepancies are clarified: