Graded Quiz final :Negotiation Fundamentals (Negotiation, Mediation and Conflict Resolution Specialization) Answers 2026

Question 1

In preparing for your negotiation, objectives and interests must be taken into account. However, what are the two potential pitfalls in these?

• ✅ Objectives are not so “objective” because they tend to include a sizeable amount of subjectivity.

• ❌ Objectives – what to aim for – may be mistaken for strategy – how to get there.

• ❌ Most negotiation stakes are not simply about the maximization of quantitative interests by rational individuals.

• ✅ Interests may not be in line with a negotiator’s motivations.

Explanation

Objectives often reflect personal bias, and interests may differ from deeper motivations. These two create blind spots in preparation.

Question 2

Two key questions should be asked when analyzing the problem dimension. Which are correct?

• ❌ How can I motivate myself to set the right objectives?

• ✅ Deep inside, which motivations do I try to fulfill through negotiation – I want X, but why do I want X?

• ✅ What do I know about the motivations of the other negotiator – why do they ask what they ask?

• ❌ To what extent do we have common interests, which we do not need to discuss?

Explanation

Problem analysis focuses on underlying motivations, both yours and the other party’s—not self-motivation or hidden common interests.

Question 3

What is the difference between motivations and the mandate? Which two statements are correct?

• ❌ The motivation is: I’d like to go as far as possible in that direction.

• ✅ The motivation is: I’d like to get the best possible result in order to earn recognition from my agent.

• ✅ The mandate is: my boss expects I go at least that far, and I must absolutely not step over this red line.

• ❌ The mandate is: my boss sets me a bottom-line set of objectives and expects me to give it that extra bit of energy.

Explanation

Motivation is personal and internal, while mandate is externally imposed limits and expectations.

Question 4

Which word progression fits the tactical preparation statements?

• ❌ Discussion, objective, solution, bargaining chip

• ❌ Trade off, position, mandate, threat

• ❌ Concession, concession, solution, solution

• ✅ Discussion, concession path, solution, bargaining chip

Explanation

Tactical preparation revolves around anchoring discussion, planning concessions, proposing solutions, and reserving a bargaining chip.

Question 5

Three ways a solution will be accepted by the other side. Which are correct?

• ✅ The solution is mutually satisfactory and aligns with both motivations.

• ❌ Identify another item you dislike and agree on a trade-off.

• ❌ Use a carrot and stick approach with threats.

• ✅ Convince through objective justifications that are hard to deny.

Explanation

Acceptance comes from mutual value and objective justification, not coercion or forced trade-offs.

Question 6

Good negotiations will include two of the following. Which?

• ❌ A unique solution that fits everyone’s needs.

• ✅ A package deal solution addressing as many variables as possible.

• ❌ A logical, proven set of standard solutions.

• ✅ Creative, value-driven solutions tradable for mutual satisfaction.

Explanation

Strong negotiations expand value through packages and creative trade-offs, not rigid or one-size-fits-all solutions.

Question 7

Trading low-cost/high-value solutions and reciprocity is essential.

• ✅ True

• ❌ False

Explanation

This is the core principle of value creation and reciprocity in negotiation.

Question 8

Using justifications are powerful because they:

• ✅ Allow refusal based on legitimacy rather than personal preference.

• ❌ Provide destabilizing psychological attacks.

• ✅ Help preserve the relationship by relying on facts.

• ✅ Provide a base to explore alternative anchored solutions.

Explanation

Justifications strengthen credibility, fairness, and relationship management.

Question 9

Situation: “You will negotiate with someone you’ve never met before”

• ❌ Providing explanations/apologies or bringing gifts.

• ✅ Be aware of biases, show benevolence, and build a minimum working relationship.

• ❌ You’ve established rapport and can move quickly.

Explanation

With new counterparts, the priority is trust-building and bias awareness.

Question 10

Situation: “You already know the person you are going to negotiate with”

• ❌ Providing explanations/apologies or bringing gifts.

• ❌ Be aware of biases and build a minimum relationship.

• ✅ You’ve established rapport and trust; move rapidly to negotiation.

Explanation

A positive existing relationship allows faster transition to substance.

Question 11

Situation: “You’ve already met the person before but there was a problem”

• ✅ Provide explanations/apology, consider a mediator if needed.

• ❌ Be aware of biases and build a minimum relationship.

• ❌ You’ve established rapport and trust.

Explanation

When trust is damaged, repair comes before negotiation substance.

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