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

Question 1

Among the following statements, which are correct in negotiation?

• ❌ You should speak first, and listen afterwards.

• ✅ Do not focus on positions.

• ❌ In negotiation you need to claim value first.

• ✅ Separate the people from the problem.

• ❌ Use subjective criteria.

Explanation

Effective negotiation focuses on interests (not positions), separates people from the problem, and relies on objective criteria, not subjective views.

Question 2

Which of the following features do NOT help build effective communication?

• ✅ Closed questions.

• ❌ Empathy.

• ❌ Background information.

• ❌ Active listening.

• ✅ Aggressiveness.

Explanation

Closed questions limit dialogue, and aggressiveness damages trust. Empathy, context, and active listening improve communication.

Question 3

Which of the following statements are obstacles to negotiation success?

• ✅ Positional bargaining.

• ❌ Joint problem solving.

• ❌ Value creation.

• ✅ No criteria of legitimacy for options.

• ❌ Being tough on the problem.

Explanation

Negotiation fails when parties stick to positions and lack objective legitimacy criteria.

Question 4

Among the following statements, which are correct in negotiation?

• ✅ You need to anticipate possible conflicts of interests between principals and agents.

• ❌ You should speak first, and listen afterwards.

• ❌ You should claim value and distribute it afterwards.

• ❌ The objective of a negotiation is to get an agreement.

• ❌ What we should do first things first in negotiation is the essential.

• ❌ Everything can be negotiated.

Explanation

Negotiation success requires anticipating agency conflicts. Agreement at any cost, rigid sequencing, or assuming everything is negotiable are incorrect.

Question 5

Among the following recommendations, which ones are relevant?

• ✅ Separate people issues from substantive issues.

• ❌ Focus on positions and not on interests or motivations.

• ❌ Consider negotiation as a zero-sum game.

• ✅ Anchor on justification criteria to settle a conflict.

• ✅ Identify the best solution away from the table before negotiating.

• ❌ Always end a negotiation with an agreement and accept it.

Explanation

Good negotiation separates people from issues, uses objective criteria, and prepares a strong SAFT (Plan B).

Question 6

10-Trump preparation plan – “Who?” corresponds to which dimension?

• ❌ Core motivations, Solutions at the table, SAFT, Justifications.

• ❌ Organization, Communication, Logistics.

• ✅ Personal relationships, Mandate, Stakeholder’s Map.

Explanation

“Who?” focuses on people involved, roles, power, and mandates.

Question 7

10-Trump preparation plan – “What?” corresponds to which dimension?

• ✅ Core motivations, Solutions at the table, Solutions Away From the Table, Justifications.

• ❌ Organization, Communication, Logistics.

• ❌ Personal relationships, Mandate, Stakeholder’s Map.

Explanation

“What?” concerns content, interests, options, and legitimacy.

Question 8

10-Trump preparation plan – “How?” corresponds to which dimension?

• ❌ Core motivations, Solutions at the table, SAFT, Justifications.

• ✅ Organization, Communication, Logistics.

• ❌ Personal relationships, Mandate, Stakeholder’s Map.

Explanation

“How?” relates to process and execution.

Question 9

Which of the following are NOT bargaining tactics?

• ❌ Linkage

• ❌ Extreme anchoring

• ❌ Carpet selling

• ❌ Red herring

• ❌ White elephant

• ❌ Good cop / bad cop

• ❌ My hands are tied

• ❌ My lips are sealed

• ❌ The “icing on the cake”

Explanation

All listed options are recognized bargaining tactics → therefore none are excluded.

Question 10

Which action should you take when faced with an “ultimatum” tactic?

• ❌ Re-orient discussion or gain time.

• ❌ Compare with Plan B and propose your own “last offer”.

• ✅ Remain calm, don’t mix people and problem, stick to facts and rules, and leave if Plan B allows.

Explanation

Ultimatums require discipline, objectivity, and readiness to walk away.

Question 11

Why is preparing your Solution Away From the Table (SAFT) crucial?

• ✅ Deal only if the table solution is better than SAFT.

• ✅ Compare disappointing offers with real consequences of no deal.

• ✅ Restart discussions using “what if there is no deal?”

• ✅ Provide power balance and negotiation strength.

• ❌ Adjust mandate even if principal’s expectations aren’t met.

Explanation

SAFT defines power, realism, and decision clarity, but does not override the mandate.

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