Final test & Certificate

Choose the best answer for each question.

To pass: at least 8 of 10 correct.

1. Question 1. What is a BATNA?

   AYour best option if this negotiation failsBThe maximum price you're willing to payCA tactic for pressuring the other side

2. Question 2. What's the difference between distributive and integrative negotiation?

   ADistributive divides a fixed pie; integrative trades priorities to grow itBDistributive is for buying, integrative for hiringCDistributive is short, integrative is long

3. Question 3. What does ZOPA mean?

   AThe gap between both sides' floors — where a deal is possibleBThe first number mentioned in a negotiationCThe list of concessions already made

4. Question 4. Why write your reservation point down BEFORE negotiating?

   ASo you don't break it under pressure and emotion mid-negotiationBSo you can show it to the other sideCBecause it's a legal requirement

5. Question 5. What's the difference between a POSITION and an INTEREST?

   AA position is what they SAY they want; an interest is what they actually needBA position is yours, an interest is theirsCThey mean the same thing

6. Question 6. When SHOULD you make the first offer?

   AWhen you know the market value wellBAlways, in every situationCNever — always let them go first

7. Question 7. They open with an extreme number. What should you do?

   AAsk what the number is based on before counteringBCounter immediately with an equally extreme numberCSplit the difference

8. Question 8. What's the right principle for conceding?

   AEvery concession is conditional, using 'if… then…'BConcede first to demonstrate goodwillCConcede in equal steps for fairness

9. Question 9. What's the clearest sign you should walk away?

   ATheir best offer is still worse than your BATNABThe negotiation is taking longer than plannedCThe other side seems annoyed

10. Question 10. In a salary negotiation, they say 'this is our final offer'. What now?

    AMove to other variables: signing bonus, leave, learning budget, an early reviewBAccept immediately since there's nothing left to discussCWithdraw from the process