SECTION A (20 Marks)
Section A contains 30 QUESTIONS. Each Question carries 1 Mark(s). Answer ALL. Circle
the letter that corresponds to the correct answer.
1. Expert power in a negotiation can be gained through ……………….
a) By hiring more expertise
b) By improving communication skills of individuals
c) By the level of authority and hierarchy in the organization
d) None of the above
2. One of the major mistake made by the negotiator is …………..
a) Overestimating your own power.
b) Active listening
c) Strong bargaining skills
d) All of the above
3. Which of the following could be a strength?
a) Weather
b) The new international market
c) A price that is too high
d) The location of the business
4. Which of the following is an condition presented by the external environment, in
SWOT analysis
a) Opportunities
b) Threats
c) Both of these
d) Non of these
5. The first stage of a negotiation meeting is:
a) The opening stage
b) The proposal stage
c) Agreement stage
d) Disagreement stage
6. Persuasion is an essential element of effective negotiation because it helps in:
a) Achieving one own interest
b) effecting agreements and solutions in the interest of all
c) settling issues with both the parties
d) resolving disputes among people
7. Three levels of objectives that are usually set are……………
a) Cooperate objectives, objectives of the purchasing function & Negotiation
objectives.
b) Cooperate objectives, Personal objectives & Negotiation objectives
c) Personal objectives, Sales objectives & Negotiation objectives
d) Sales objectives, marketing objectives & Cooperative objectives
8. In business negotiations, your target is the
a) The objectives wanted to achieve
b) The different variables that you set
c) The Win-Win approach
d) The desired negotiation outcome or goal decided at the start of the negotiation.
9. Identifying the negotiation zone will help ………………………
a) reduce your risk by deciding not only your walk-away for each goal or
negotiable, but and also predicting other negotiators' walk-away too.
b) It is back-and-forth communication designed to reach an agreement
c) The rules and regulations of the negotiation.
d) A place where the negotiation meetings take place.
Page 2 of 10
10.Win-lose is considered………………….
a) Make the other party feel they are losing
b) a style of negotiation whereby some negotiators will only close a deal if they feel
that they have won and the other side has lost
c) Making offers that are good for them and great for you
d) None of the above
11.Your negotiation strategy will explain ….
a) How to best achieve your objectives & targets
b) How to conduct a negotiation meeting
c) The details of the negotiation agreement
d) The cooperative objectives of the organization
12.Contingency plans in negotiation help to identify…………..
a) The characteristics of a successful negotiator
b) What to do if things don’t go as planned
a) The objectives of a negotiation
b) The negotiation outcomes
13. One of the most important person on a negotiation team is……..
a) Translator
b) Team leader
c) Summarizer
d) Observer
14. One of the major role of a summarizer in a negotiation team is…………………
a) Take notes and make summaries of the discussions
b) lead the whole negotiation team
c) Observe the discussions
d) All of the above
Page 3 of 10
15. The recess or walk-out negotiation tactic involves ………………
a) repeat the same thing again and again
b) Recall the discussion
c) Summarize the meeting
d) Have a short meeting with your team to decide how to move the negotiation
forward.
16. The proposal stage of the negotiation meeting involves…………….
a) Giving refreshments
b) Making an agreement
c) Recall the discussions
d) Decide who present their proposals first
17.Bargaining refers to the……………………
a) using rational arguments to influence the other side to change its position.
b) the exchange of concessions to achieve an agreement.
c) Negotiation meetings with the supplier.
d) the practice of ‘splitting the difference
18.Which document is prepared before the negotiation meeting to list items to be
discussed or acted upon?
a) Minutes of meeting
b) Memorandum of understanding
c) Negotiation Report
d) Negotiation meeting agenda
19. An open question is one that…………………
a) which a respondent can answer any way they wish
b) have different options
c) the respondent to choose from fixed alternatives
d) All of the above
Page 4 of 10
20. “You seem unhappy about that proposal?” and “Does that seem to cause you a
problem?” are examples of a ……………………………
a) Closed Question
b) Reflective Question
c) Open Question
d) Multiple question
21. One of the most important things to remember when negotiating with the
telephone is that …………………
a) Speak Clearly and do not interrupt
a) Silence
b) Repeat, Repeat and repeat
c) None of the above
= End of Paper =
Page 5 of 10
