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

Question 1

Most negotiations on behalf of a mandate follow a 3-step process. Which ONE is NOT one of these steps?

• ❌ Getting instructions from your boss.

• ❌ Negotiating at the table while respecting the mandate

• ✅ Proposal, counter-proposal, agreement.

• ❌ Returning to the boss and explaining what happened.

Explanation

The 3-step mandate process is before (instructions) → during (negotiation) → after (reporting). Proposal/counter-proposal is part of tactics, not the mandate process.

Question 2

A “right” mandate is one which is…

• ✅ Clear on motivations, objectives, priorities and reasonably flexible on possible solutions.

• ❌ Clear on the purpose, strict on possible solutions, and firm on your position.

Explanation

A good mandate defines what & why, not rigid how.

Question 3

“Better no deal, than a deal outside your mandate.” What mistake leads to this?

• ❌ The negotiator made an initial error when defining the mandate.

• ✅ The negotiator wanted the deal so badly that he/she overstepped the mandate.

Explanation

This statement arises when the negotiator breaks mandate limits, not when the mandate itself is wrong.

Question 4

What can a negotiator do if a new, unexpected element enters the negotiation?

• ✅ Call for a break, contact the boss, and update the mandate if required.

• ❌ Keep calm and carry on regardless.

• ❌ Postpone discussion until after the negotiation.

Explanation

Unexpected elements may invalidate the mandate and require clarification.

Question 5

If a negotiator doesn’t agree with the mandate, motivation will be affected. This must be settled beforehand.

• ✅ True

• ❌ False

Explanation

Misalignment with the mandate weakens commitment and effectiveness.

Question 6

Which preventive action is NOT required?

• ❌ Prepare, prepare, prepare.

• ❌ Ask for advice beforehand.

• ✅ Get everyone’s name correct.

• ❌ Specify what needs clarification in the mandate.

Explanation

Preparation errors relate to content and clarity, not social etiquette.

Question 7

If your boss gives you a free hand, what should you do?

• ✅ Draft your own mandate, send it to your boss for sign-off, invite suggestions.

• ❌ Draft, execute, and only report afterwards.

Explanation

Even with autonomy, formal validation protects both agent and principal.

Question 8

Once back from the negotiation, be prepared to ______ your boss.

• ✅ Tell

• ❌ Convince

• ❌ Hide it from

Explanation

The negotiator’s duty is transparent reporting, not persuasion or concealment.

Question 9

Under high pressure, what duty should a negotiator remember?

• ❌ Say “Yes” to preserve relationships.

• ❌ Use diplomacy only to reduce pressure.

• ✅ The job of a negotiator is to say “No” if need be.

Explanation

Respecting the mandate sometimes requires a clear refusal.

Question 10

If the mandate is unrealistic, the negotiator should renegotiate it beforehand.

• ✅ True

• ❌ False

Explanation

Mandates are negotiable internally before external negotiation begins.

Question 11

What is the definition of ZOPA?

• ❌ Zone of Operational Personal Agreement

• ✅ Zone of Possible Agreements

• ❌ Zone of Perspectives on Action

Explanation

ZOPA is the overlapping space where agreement is possible.

Question 12

Which is NOT a reason for the absence of a ZOPA?

• ❌ Mandates do not overlap.

• ❌ Motivations are strictly opposed.

• ✅ Some stakeholders are absent from discussions.

• ❌ Each party’s Plan B is better than the deal.

Explanation

Absent stakeholders may complicate talks but do not eliminate ZOPA by definition.

Question 13

Which are reasons for failure in negotiations?

• ✅ Gorilla syndrome (over-impressing each other).

• ❌ Hard on the problem, soft on people.

• ✅ Excessive initial demands.

• ✅ Underestimating Plan B.

Explanation

Failures come from ego, unrealistic demands, and weak alternatives.

Question 14

Best strategy when you feel there will be no deal?

• ✅ Step back and analyze why there’s no deal.

• ❌ Become aggressive to force agreement.

Explanation

Reflection uncovers missing variables or blocked ZOPA.

Question 15

Which is NOT a usual step toward a final agreement?

• ❌ Agreement to meet again.

• ❌ Agreement on the disagreement.

• ❌ Contingent agreements.

• ✅ Avoidance of factors that can jeopardize an agreement.

Explanation

Avoidance is a principle, not a negotiation step.

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