Question 1

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

Options :

A : yes - push tactics can be effective in getting results but not commitment

B : yes- push tactics focuses on collaborative approaches to problem solving

C :

no - push tactics are good at winning hearts and minds

D :

no - push tactics focus on listening and involving others

Answer: A

Question 2

Khalid has just finished a negotiation with a supplier and now needs to communicate the outcome of the negotiation to his stakeholders. He has one stakeholder who has a high level of importance but is not very interested. What approach should Khalid take?

Options :

A : do not communicate the outcome with the stakeholder as they are not interested

B : send key information but do not over-communicate

C : as a key player, Khalid should seek their approval

D : Khalid should keep the stakeholder regularly updated with high quality information

Answer: B

Question 3

Research by Meredith Belbin into Team Roles and the prediction of success showed that the most successful teams had which of the following characteristics?

Options :

A :

A successful team should have 9 people

B : A successful team needs highly intelligent people

C : A successful team requires different people to play different roles

D : A successful team must have a clear leader

Answer: C

Question 4

2021-12-07-17-31-10-fe871844610e115fd957adf83ed28cd4

Which of the following will you put into box 5?

Options :

A : Lead negotiator

B : Budget Holder

C : Procurement

D : Technical Representative

Answer: C

Question 5

2021-12-07-17-18-24-70dfc028f8b9dbd698860893773371b6

Which of the following will you put into box 2?

Options :

A : Positional Negotiation

B : Principled Negotiation

C : Win-Win

D : Gamesmanship

Answer: D