Negotiation Capability Quiz

What is the main limitation of viewing negotiation solely as an individual skill?

• It reduces training costs

• It focuses only on customer satisfaction

• It ignores the need for organizational alignment

• It improves communication speed

In the 'Built to Win' model, what is the first step in building negotiation capability?

• Cultural integration

• Assessment of current state

• Development of negotiation strategy

• Implementation and execution

Which of the following is not listed as an individual negotiation skill?

• Emotional intelligence

• Analytical skills

• Training programs

• Adaptability

Why is cultural integration considered critical in the Built to Win model?

• It reduces negotiation costs

• It boosts short-term profits

• It helps instill values like collaboration and ethics

• It eliminates the need for negotiation training

What does BATNA stand for?

• Basic Approach to Negotiation Agreements

• Best Alternative to a Negotiated Agreement

• Business Agreement Through Negotiation Approach

• Balanced Analysis of Trade Negotiation Agreements

In a sales negotiation, when a buyer has multiple supplier options and the seller has few customers, who has the stronger position?

• The seller

• The customer service team

• The buyer

• Both are equal

What is the goal of 'concession analysis'?

• To avoid giving concessions entirely

• To identify low-cost, high-value trade-offs

• To delay the negotiation process

• To prepare rejection strategies

Which of the following is a key component of the 'effective preparation process' before a negotiation?

• Emotional breakdown

• Cultural stereotyping

• Data analysis and research

• Social media analysis

What lesson does Apple’s apology in China illustrate in cross-cultural negotiation?

• Warranty policies must be strict

• Apologies are effective only in Western markets

• Apologies can build trust in collectivist cultures

• Chinese markets avoid public apologies

What challenge was faced post-contract in the Microsoft-Nokia merger?

• Legal issues

• Supply chain breakdown

• Cultural integration of employees

• Currency conversion problems