Free Advanced Negotiation Exam L5M15 Exam Practice Test

Which of the following best describes a “Skunkworks” department in an organisation?

• Small and efficient
• Experimental and independent
• Large and powerful
• Wide-ranging and positional

When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

• Favouritism
• Exaggerated claim
• Lack of confidentiality
• Hidden agenda

In an exploitative authoritative form of management, which of the following is true?

• Motivation is based on threats and decisions are imposed on subordinates.
• Motivation is based on rewards and communication is limited.
• Leadership involves trust and teamwork.
• Responsibility is shared throughout the hierarchy.

Which of the following behaviours can lead to a breakdown in trust because of the perceived lack of honesty? Select TWO

• Using hardball negotiation techniques
• Exaggerated claims
• Favouritism
• Lack of a fixed agenda

Daniel is the lead negotiator for a deal with a potential supplier. He is quick-thinking, assertive, and has strong market knowledge. Which type of product is Daniel negotiating about?

• High value, low risk
• High value, high risk
• Low value, high risk
• Low value, low risk

Which influencing styles are most suitable for a high-risk, high-value project aiming to form a partnership?

• Bridging, integration, coalition
• Inspiring, collaborating, consulting
• Rationalising, appraising
• Asserting, pressuring

When may the outcome of a negotiation be described as win: perceived win?

• When using positional bargaining
• When one of the parties is less experienced
• When negotiations are rushed
• When there is a power imbalance between the two parties

A push style of negotiation uses logic, facts, and reasoning to make a case for change. Is this true?

• Yes – push tactics can be effective in getting results but not commitment.
• Yes – push tactics focus on collaborative approaches to problem-solving.
• No – push tactics are good at winning hearts and minds.
• No – push tactics focus on listening and involving others.

Oscar is joining a negotiation team. His brother is the CEO of the supplier. What behaviour is this an example of?

• Conflict of interest
• Hidden agenda
• Favouritism
• False claim

Kelly is a lead negotiator preparing for a meeting with a supplier. Her approach is to appear “warm and tough.” Which of the following behaviours should Kelly exhibit?

• Confident and assertive
• Dominating and aggressive
• Overly friendly
• Disinterested